- Paperback: 72 pages
- Publisher: Dorling Kindersley; First American Edition edition (17 Sep 1998)
- Language English
- ISBN-10: 0751305316
- ISBN-13: 978-0751305319
- Product Dimensions: 17.4 x 12 x 0.8 cm
- Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)
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Amazon Bestsellers Rank:
115,861 in Books (See Top 100 in Books)
- #64 in Books > Business, Finance & Law > Management > Management Skills > Negotiation
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More About the Author
Product Description
Product Description
Learn all you need to know about negotiating from preparing your argument and briefing a team to establishing the right atmosphere and closing a deal. Negotiating Skills not only shows you how to start from a strong position and find common ground with other people but also provides practical techniques for you to use when talking and bargaining. Power tips help you to handle real-life situations and develop first-class negotiating skills that will dramatically improve results and relationships. This innovative series covers a wide range of management and personal development topics. Each title is a comprehensive yet compact source of easy reference for all those in or aspiring to a position of responsibility with a focus on developing and enhancing professional management practice.
About the Author
Tim Hindle is founder of the London-based business language consultancy, Working Words, which helps international companies to compose material in English and communicate their messages clearly to their intended audiences. A regular business writer, Tim Hindle has been a contributor to The Economist since 1979 and was editor of EuroBusiness from 1994 to 1999. As editorial consultant and author, he has produced a number of titles including Pocket Manager, Pocket MBA and Pocket Finance, and a biography of Asil Nadir, The Sultan of Berkeley Square.
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Customer Reviews
Most Helpful Customer Reviews
Format:Paperback
This book is a very useful manual for negotiaions. It breaks the process down into easy to follow steps. It is a usseful basis for further reading if you want to take the subject to a higher level.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
4 reviews
8 of 8 people found the following review helpful
Getting started in the negotiating world
21 Sep 2000
Format:Paperback
Tim Hindle's book is an easy-to-use introduction to negotiating. This is the first book on negotiating that I've read. It is divided into three main chapters: Preparing, Conducting and Closing. It has a common sense approach and offers lots of tips including countering tactics for leading questions, intimidation, bluffing, threats or insults. It contains graphics and photographs in a clean design that help convey the ideas. I found the book was written for high level business negotiators, but most of the tips would be helpful in dealing with car dealers, gas stations, banks, stores, utility companies, or even a significant other. The book is a handy size for tucking away and reading a few pages at a time. It was an easy read.
1 of 1 people found the following review helpful
Brief--but useful--introduction to negotiation
31 Jan 2010
Format:Paperback
DK is a wonderful publisher, from their children's series on. This is another entry, in an "Essential Managers" series. The focus here? Negotiating skills. The book has scarcely 69 pages of text, so this cannot provide detailed consideration to negotiating.
But it does a nice job as a thumbnail sketch on the subject. It is also a small enough volume that one can take this anywhere (a truly portable book!). The book defines its aim thus (Page 5): "Negotiation involved parties who each have something that the other wants, reaching an agreement to exchange through a process of bargaining. 'Negotiating Skills' explains this principle of exchange and gives you the confidence and skill to conduct negotiations and achieve a mutually acceptable outcome." The book is organized around three stages of a negotiating process--Preparing for a negotiation, Conducting a negotiation, and Closing a negotiation.
Preparing for a negotiation? Sections address the concept of exchange, identifying one's objectives, assessing the person with whom you are negotiating, choosing a strategy (One lesson: Keep strategy simple and flexible), developing an agenda (sounds simple enough, but an agenda has real value in any decision making process), and even seating plans. Actually conducting negotiation? How do you make a proposal? How to you respond to the other party's proposal? How can reading body language help? How can you strengthen your position and weaken your "adversary's"? Finally--closing the deal. Subjects addressed include handling breakdowns, using a mediator or going to arbitration.
Again, very brief. If you want a detailed discussion, this volume won't work for you. However, if you want a brief "common sense" introduction, this would be useful.
But it does a nice job as a thumbnail sketch on the subject. It is also a small enough volume that one can take this anywhere (a truly portable book!). The book defines its aim thus (Page 5): "Negotiation involved parties who each have something that the other wants, reaching an agreement to exchange through a process of bargaining. 'Negotiating Skills' explains this principle of exchange and gives you the confidence and skill to conduct negotiations and achieve a mutually acceptable outcome." The book is organized around three stages of a negotiating process--Preparing for a negotiation, Conducting a negotiation, and Closing a negotiation.
Preparing for a negotiation? Sections address the concept of exchange, identifying one's objectives, assessing the person with whom you are negotiating, choosing a strategy (One lesson: Keep strategy simple and flexible), developing an agenda (sounds simple enough, but an agenda has real value in any decision making process), and even seating plans. Actually conducting negotiation? How do you make a proposal? How to you respond to the other party's proposal? How can reading body language help? How can you strengthen your position and weaken your "adversary's"? Finally--closing the deal. Subjects addressed include handling breakdowns, using a mediator or going to arbitration.
Again, very brief. If you want a detailed discussion, this volume won't work for you. However, if you want a brief "common sense" introduction, this would be useful.
1 of 1 people found the following review helpful
Compact And Useful Negotiation Guide
7 Feb 2006
Format:Paperback
This book is a very good introduction to negotiating. Though it is geared to business to business negotiations, it contains many useful tenants valuable in any type of negotiation, including home and car purchases, and to a limited extent job offers.
I found many of the important bullet points to be especially succinct and well written, and recommend this guide for them alone. The text is generally well illustrated, though a few of the diagrams are a bit superfluous and less than helpful.
This is an excellent compact guide and is handy as either an introduction or a refresher course on negotiating. I recommend it along with the rest of the series.
I found many of the important bullet points to be especially succinct and well written, and recommend this guide for them alone. The text is generally well illustrated, though a few of the diagrams are a bit superfluous and less than helpful.
This is an excellent compact guide and is handy as either an introduction or a refresher course on negotiating. I recommend it along with the rest of the series.
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