TITLE : BARGAINING FOR RESULTS

In the often violent and disturbed conditions which are going to prevail in the world's economies in the next twenty years, one aspect of management which is going to receive greater attention is the skill of bargaining effectively.

Managers of all kinds have to bargain their way throughout business. They do deals with key customers, they buy up companies, they land big contracts, they handle trade unions, they battle with councils, they buy materials. Managers even bargain with other managers in their own companies.

When one manager who knows how to bargain faces another who does not, then the first one wins the best part of the deal. The second one gains only a fraction of what he could have got if he had bargained properly.

The literature, researches, practices, and customs of high level executives in seventeen countries have been studied to provide the basis for the material in this book. Perhaps two-thirds of the concepts described are unique in the sense that these ideas have not been published beforehand nor described in this way.

This book is designed for a worldwide market to show the strategy, tactics and plays involved in the bargaining process. It is written with the practical manager in mind; it has case histories, practical tips, self-development questions, learning programmes and game-play advice.

It will show the reader how to cope with the manipulative negotiator, how to deal with bribery, how to cause and to break deadlock, how to go to the courthouse door, how to handle pressure tactics and how to close deals.

A major influence in this book has been the experience of running over 300 seminars on management subjects all over the world. Audiences have included general managements, marketing and sales, finance and personnel managements. Their skills and experience have contributed greatly.

Effective managers are nearly always effective bargainers. There are many books about effective management. This is one of the first about effective bargaining.

John Winkler