15 tools to turn the tide : a step-by-step playbook for empowered negotiating
Edition
First edition.
Publication Information
New York, NY : William Morrow, an imprint of HarperCollinsPublishers, [2023]
Physical Description
viii, 288 pages : illustrations ; 24 cm
Summary
Negotiation is hard. It's especially tough when you feel like the underdog--whether you face a 'Godzilla' counterpart, face threats of budget cuts during a downturn, or know that you need a deal more than the other side does. Seth Freeman can help. Freeman is an award-winning professor who has taught negotiation to thousands of leaders and students. His clients range from Fortune 500 executives to kindergarteners, from top corporate lawyers to grad students just beginning their careers, from UN diplomats negotiating global problems to small business owners negotiating terms with suppliers. In 15 Tools to Turn the Tide, he shares field-tested techniques that can turn anyone into a much better negotiator.
Contents
- 15 tools, in brief
- Introduction
- Part I: Get ready. Use three little words to find hope
- Build a Swiss army knife for adversity
- Get more help than you expected
- Get a glance-and-go play sheet
- Rehearse your dance with Godzilla
- Trade up and up--or drill down and down
- Part II: Meet. Win warmly
- Become a Godzilla whisperer
- Speak softly, solve strongly
- Correct a boss with a four-letter word
- Use the hostility-to-harmony hacks
- Part III: Decide. Decide with three birds in the bush
- Use a yes/no instrument panel
- Putting it together to roar out of recessions
- True confession--I'm powerless. You?
- Appendix I: Seven ways to keep and hone the tools
- Appendix II: The 15 tools summarized--plus more we also explored
- Appendix I: I FORESAW IT template.