 Printer EmailMany books have been written about negotiating. Negotiate to Win is about how to negotiate. Its purpose is to make you a better negotiator, as quickly and painlessly as possible. If you’re a beginner, it will show you, step by step, how to negotiate with confidence and skill. If you’re more experienced, it will help you become a better negotiator than you ever imagined. Here’s the plan. When you boil down all the bromides, clichés, theories, and folklore about negotiating, you wind up with a handful of techniques that actually work. Those techniques—the 21 Rules of Negotiating—are the heart and soul of Negotiate to Win and the focus of each of its three parts. Part One gets you ready for the Rules, Part Two gives you the Rules, and Part Three helps you use the Rules more effectively. When you know the Rules, you’ll know negotiating. Part One, The World Is a Big Blue Negotiating Table, takes a bigpicture look at the topic. In Chapter 1, Haggling Is Hot, we consider some of the trends behind the growing, worldwide importance of better negotiating. In Chapter 2, Trashing the Hallowed Halls of Haggling, we detail the surprising shortage of practical information about bargaining that inspired this book. A quick spin around the planet in Chapter 3, Why Johnny and Janey Can’t Negotiate, reveals that Americans are among the worst—if not the worst—negotiators on Earth. We look at some cultures in which people bargain well, and some reasons why Americans don’t. In Chapter 4, Concessions Speak Louder Than Reasons, we mark the all-important boundary between persuasion and negotiation. Often used interchangeably, these terms describe vastly different processes; proficient negotiators must know when to use one technique or the other, and why. The final stop before the Rules is Chapter 5, Win-Win Negotiating.
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