The Power of Negotiation (Hardcover) (ISBN-13: 9781469781907)

When you become a better negotiator, you'll earn more money, help your company achieve its goals and enjoy a more fulfilling personal life.

Author Dell Wright, a successful CEO, provides the sharp focus you need to enhance your negotiation skills. With his guidance, you'll engage in real negotiation, and learn the strategies you need to turn a "no" into a "yes." It starts with recognizing The Power of Negotiation.

Get ready to discover how to

- apply the "principled negotiation" method, developed at Harvard University;

- avoid the five mistakes that people make when negotiating;

- recognize the four types of negotiating outcomes.

Focus on the most important guideline of negotiation: to be fair. It's imperative that you ensure fairness so that each side comes out with a "win." What's the use to negotiating or being a negotiator if you only intend to benefit yourself?

Regardless of what you do for a living, you need to negotiate to get what you want while also helping others. The strategies in this guidebook provide the help and confidence you need to be a better negotiator.