How to Negotiate Like a Child

by Adler, Bill, Jr.

• ISBN13: 9780814472941
• ISBN10: 081447294X
• Format: Hardcover
• Copyright: 2005-10-28
• Publisher: Amacom Books

Summary

"Tongue in cheek, yet eminently practical, How to Negotiate Like a Child gives you effective negotiation tactics - inspired by children - that will help you get what you want in any situation: from sealing a million-dollar business deal to getting a seat on an airplane. You'll learn how to harness the remarkable power of a child, and how and when to use kid-inspired - and surprisingly effective - negotiation strategies."--BOOK JACKET.

Author Biography

Bill Adler, Jr. (Washington, DC) is the president of Adler & Robin Books, Inc., a book packaging company. He has written more than a dozen books, including the runaway bestseller Outwitting Squirrels. He has been featured on NPR, The Rosie O'Donnell Show, The Maury Povich Show, Hard Copy, and many other nationally syndicated programs.

Table of Contents

Acknowledgments	ix
A Note About Gender	xi
Introduction	1	(9)
Throw a Tantrum	10	(9)
Try a Wild and Scary Threat	19	(2)
Just Cry	21	(5)
Pretend You Don't Hear or Understand What the Other aide Is Saying	26	(8)
Pretend You Don't Understand to Get the Other Side to Offer Something They Didn't Plan on Conceding	34	(3)
Share Something Important with the Other Side	37	(4)
Call in Backup (Or "My Dad Can Beat Up Your Dad")	41	(5)
I Think About Negotiating—Just Do It	46	(5)
Be Nice	51	(3)
Be Disarmingly Honest	54	(2)
Be Yourself	56	(2)
Know Your Own Team	58	(4)
Play Your Best Game	62	(3)
Be Direct About Your Needs	65	(2)
Take Your Ball and Go Home	67	(2)
Stick with Your Gang	69	(3)
Give Yourself a Time-Out	72	(3)
Let the Other Guy Think He's Won	75	(4)
Break the Rules	79	(3)
Change the Rules	82	(2)
Follow the Rules to the Letter	84	(2)
Be Naive	86	(3)
Go Out of Your Way to Please the Other Side	89	(2)
Be Needy	91	(3)
Ask the Person Who's Most Likely to Say "Yes"	94	(4)
Play One Side Against the Other	98	(2)
Delay Matters (Or "I Have to Ask My Mommy")	100	(2)
Move Slowly and Procrastinate	102	(3)
Do a Bad Job	105	(2)
Make a Deal That You Can Exchange for a Better Deal Later	107	(2)
Win Through Sympathy	109	(1)
Act Forlorn	110	(2)
Change the Subject	112	(2)
Give Your Business "Lemonade Stand" Appeal	114	(2)
Solicit a Bribe	116	(2)
Keep Coming Back to the Same Question	118	(3)
Play the Repeat Game	121	(3)
Be Irrational	124	(2)
Worry the Other Side That You Might Be Sick	126	(2)
Make Weak Promises	128	(2)
Win Through Cuteness	130	(3)
Don't Fear Failure	133	(2)
Be Prepared—But Not Overprepared	135	(2)
You've Won—Now You Have to Win Your Friends Back	137	(2)
You've Lost—Now Don't Be a Sorehead	139	(4)
Optimism Rules	143	(9)
Back to the Beginning	152	(5)
Index	157