Negotiate to Win: The 21 Rules for Successful Negotiating by Jim Thomas

Product Description


Discover the Power
Of Better Negotiating

Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships.

This indispensable guide covers all you'll ever need to know about negotiating, including:
The 21 rules of successful negotiating -- and how to defend against them!
"Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others
Why Americans are among the worst negotiators on Earth
How to overcome your natural reluctance to bargain
Why win-win negotiating is so vital
How to thoroughly prepare for your negotiations
How to deal with counterparts who intimidate or harass you
How to negotiate ethically -- and deal with those who don't
How to negotiate more successfully across cultural lines
Thomas's Truisms -- 50 memorable negotiating maxims
The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!
Product Details
Amazon Sales Rank: #155360 in Books
Published on: 2005-09-01
Released on: 2005-09-06
Number of items: 1
Binding: Hardcover
320 pages
Editorial Reviews

From Booklist
Americans as a whole are really bad at negotiating. We find haggling to be beneath us and we're uncomfortable with it, yet we feel cheated when we don't get the best deal possible. World-class negotiator, author, and attorney Thomas takes his cues from cultures where negotiating is celebrated as an art. While India or the Middle East may come to mind, when it comes to masters of negotiation, Japan tops the list. Thomas explains that the American way of logic and reasoning is persuasion, not negotiation, and you can persuade until you're blue in the face and still get nowhere. The art of negotiation is allowing your counterpart (don't think of them as your "opponent") to save face, which means always giving some concessions to get what you really want. "Beating" your colleague is not a way to create long-term relationships, but a "win-win" solution is. Thomas presents 21 powerful rules of negotiating, plus gives "Quickies," specific tips on how to negotiate with your boss, spouse, child, car dealer, contractor, and more. Inspiring. David Siegfried
Copyright © American Library Association. All rights reserved

June Blocklin, Vice Chairman, Young & Rubicam
"...The only negotiating book you'll ever need. It's required reading for anyone who wants the edge in negotiating."

Mike Matz, Executive Director, Campaign for America's Wilderness
"Jim Thomas offers keenly practical guidance on how folks like you and me can become successful negotiators."
Customer Reviews

Very Solid and Practical Advice
Negotiate to Win by Jim Thomas is an excellent book for anyone in the business world that would like to brush up on their negotiating skills. The advice is practical and easy to follow -- no fancy formulas or slick acronyms here. Jim's ideas are based on real world experience; not just academic research. Whether you are buying or selling, this book will help you improve your negotiating approach and tactical skills. Every time I read the book a new idea pops that helps me negotiate better deals.

A must read!

A High Quality Book
According to Kurt Lewin, "There is nothing as practical as a good theory". This is an apt comment in reference to Jim Thomas's book "Negotiate to Win: The 21 Rules for Successful Negotiating". The author methodically and clearly explained his 21 rules for successful negotiations in a readable and humorous manner, in a way that readers can easily implement them.

Jim Thomas stresses the need for win-win negotiations and how to achieve them. When carrying out effective negotiations is spelled out as clearly and cogently as they are in this book, their application to the complex world of negotiations becomes self-evident. The author does a good job of presenting the negotiation process in an easy to read and understand manner that is both useful and practical to all those that are interested in achieving successful and effective negotiations. Novices will be provided a path whilst the seasoned practitioners will find affirmation.

While the book is an excellent guide for people involved in negotiations in the corporate world, it is also a valuable resource in the home and other scenarios.

A very handy and usable guide to negotiating
Many of the tips in the book sound familiar from the other books on negotiating I've read. However, the author here does a good job in making a very readable guide as well as does a good job in explaining why the tip works. He also highlights particular pitfalls that await the unwary.

The author mentions early on that he is trying to add some humor into the work and apologizes, in advance, if we find it offensive. Nothing really stood out as offensive, but some jokes don't seem to fit with the principle he was explaining.

The tips are easy to remember, but as with all skills, the reader needs to practice these. The book is more than clear in explaining what and how to do it. I plan on using some of these myself.

The author points out that the bottom line is sometimes the bottom line. I never really thought about this, but it fits with the notion of win-win negotiating. We have to remember that most of our negotiations have an ongoing relationship component.

The back provides some tips on negotiating for a car or home. These are the most common negotiations we get into.

I would recommend this book to anyone wanting to brush up their negotiating skills. This is a skill that will help you at work or at home.