Get What You Want! : A Fun, Upbeat, and Fresh Approach to Negotiating!

by Becker, Hal B.

• ISBN13: 9781886939684
• ISBN10: 1886939683
• Format: Paperback
• Copyright: 2005-03-01
• Publisher: Midpoint Trade Books Inc

Table of Contents

Preface	xv
PART 1: A PRACTICAL INTRODUCTION TO NEGOTIATING	1	(86)
1 A Day in the Life of	3	(4)
2 What Is Negotiating?	7	(8)
3 The Use of Questions in Negotiating	15	(6)
4 Preparing for Negotiation	21	(6)
5 The Rules of Negotiating	27	(8)
6 The Art of Listening	35	(6)
7 How to Read the Other Party	41	(4)
8 Always Start at the Top	45	(4)
9 Find Out What People Want and Why	49	(6)
10 How to Avoid Negotiating Mistakes	55	(6)
11 Why Are You Negotiating?	61	(4)
12 The Internet and the Future of Negotiation	65	(6)
13 Two Real-Life Negotiations	71	(10)
14 Amateur vs. Pro, and a Big-Time Summary	81	(6)
PART 2: NEGOTIATING IN REAL TIME	87	(82)
15 I Deserve a Raise	89	(6)
16 Would You Buy a Used Car from Us?	95	(6)
17 It's the Coach's Fault	101	(6)
18 Parents vs. Children	107	(4)
19 Repairs, Concrete, and Bluffing	111	(10)
20 Dealing with Bosses and Cops	121	(10)
21 The Rock Stops Here	131	(10)
22 How I Negotiate in My Business	141	(12)
23 How You Should Buy Jewelry	153	(10)
24 Setting Goals, Not Kicking Them	163	(6)
PART 3: LEARN FROM THE EXPERTS	169	(50)
25 Mike Merriman	171	(6)
CEO, Royal Appliance, Makers of the Dirt Devil
26 Nancy Klopper	177	(4)
Casting Director, Nancy Klopper Casting
27 George Bernstein	181	(6)
President, Pearl Vision Cole Vision
28 Bill Peeper	187	(4)
President, Orange County Convention and Visitors Bureau
29 Ray Gross	191	(4)
CEO, Security Associates; formerly Sr. Vice President, ADT
30 Suzanne Sutter	195	(6)
President, Things Remembered
31 Grace Drake	201	(6)
Former State Senator (Republican)
32 Mark Shapiro	207	(6)
Executive Vice President and General Manager, The Cleveland Indians
33 Mark Steinberg	213	(6)
Sr. Vice President of Golf and President of Basketball, IMG
EPILOGUE: SUMMING UP THE INTERVIEWS	219	(2)
Index	221