15 tools to turn the tide : a step-by-step playbook for empowered negotiating

15 tools to turn the tide A step-by-step playbook for empowered negotiating

Seth Freeman

Book - 2023

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.

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Subjects
Negotiation.
Negotiation in business.
Published
New York, NY : William Morrow, an imprint of HarperCollinsPublishers [2023]
Language
English
Main Author
Seth Freeman (-)
Edition
First edition
Physical Description
viii, 288 pages : illustrations ; 24 cm
Bibliography
Includes bibliographical references and index.
ISBN
9780063226234
  • 15 Tools, in Brief
  • Introduction
  • Part I. Get Ready
  • Chapter 1. Use Three Little Words to Find Hope
  • Chapter 2. Build a Swiss Army Knife for Adversity
  • Chapter 3. Get More Help Than You Expected
  • Chapter 4. Get a Glance-and-Go Play Sheet
  • Chapter 5. Rehearse Your Dance with Godzilla
  • Chapter 6. Trade Up and Up-Or Drill Down and Down
  • Part II. Meet
  • Chapter 7. Win Warmly
  • Chapter 8. Become a Godzilla Whisperer
  • Chapter 9. Speak Softly, Solve Strongly
  • Chapter 10. Correct a Boss with a Four-Letter Word
  • Chapter 11. Use the Hostility-to-Harmony Hacks
  • Part III. Decide
  • Chapter 12. Decide with Three Birds in the Bush
  • Chapter 13. Use a Yes/No Instrument Panel
  • Chapter 14. Putting It Together to Roar Out of Recession
  • Chapter 15. 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 III. I FORESAW IT Template
  • Acknowledgments
  • Endnotes
  • Index

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