TITLE : FAIL-SAFE BUSINESS NEGOTIATING: STRATEGIES AND TACTICS FOR SUCCESS.

PREFACE

You are about to read the first serious, comprehensive and in-depth treatment of business negotiation for executives, managers and professionals. This book is based primarily on the past two decades of scientific research and not merely the author's experience as a professional negotiator.

The theory and practical techniques of dealing with others are organized to help you develop your own master negotiating strategy and tactics. Key considerations are outlined and pictured in diagrammatic format so that, at a glance, you can review, analyze, and organize what you read. You will also find forms, charts, shortcuts, lists of facts and ideas and even questionnaires dispersed throughout the book. These are designed to save you time, trouble and expense. The questionnaires are especially important because people learn by doing. By answering the questions in the various tests in this book, you will be able to understand yourself better, identify your weaknesses and strengths and be consciously aware of what must be done to improve your attitude and performance long after you put the book down.

The topics in this book are very important. For instance, you will learn the secrets of systematic creativity in dealing with problems and people; how to ask for less and get more; how to be tough and likable at the same time; subconscious suggestion; PDC (personality dependent communication); psycho-decoration; how to use color as a negotiation tool; proxemics; voice communication without words; handwriting analysis; ego states; life scripts and communicating styles; how to manage your boss and strategies forjob advancement; how to detect lies; how to package yourself; how to gesture; and even how to negotiate your way to the top if you are a woman.

Whether you are a seller or buyer, deal maker or deal kreaker,job interviewer or job hunter, government official or company president, or supervisor or subordinate, this book will help you learn how to negotiate a better deal in every step and circumstance of a changing bargaining situation.

If you are willing to change your thinking, behavior and actions, your performance on the job should improve dramatically, and you can expect a significant increase in your lifetime's income, self-confidence, popularity and happiness. In short, if you study and adopt the advice given in this book, you can look forward to fail-safe business negotiation and career success as a management superstar.

What about others in your organization? Have you stopped to think about the hundreds and even thousands of negotiations that occur in your own company each day? They directly affect the flow of millions of dollars in profits each year.

If you could merely improve company-wide negotiating results by only 5 percent, or even I percent, the opportunity for massive dollar savings, increased productivity and enhanced efficiency is mind boggling, Just imagine that through better negotiating skills your purchasing agents reduce the cost of materials by an average of a few percent; your sales persons close a few percent more deals per week; your attorneys get better settlements and avoid expensive litigation in more cases; your advertising messages successfully appeal to a few percent more of the mass market; the margins given to distributors and dealers lessen by a few percent; the royalties you pay for a license are a few percent lower than normal; conflicts you have with your board of directors are now more easily resolved; employee turnover is a few percent less; productivity both in the factory and in the office is a few percent more; and on and on and on.

It all boils down to this: All of your officers, managers, department heads and professionals should develop and improve their negotiating skills. No organization can afford to have its people operating at less than full efficiency when it comes to dealing with themselves and others outside the firm.

It may be desirable to ask the executives reporting to you to read this book. They will become more productive, easier to understand and easier to work with. They will perform better for the company and will make you look better at the same time.

You may also wish to go beyond this book and have an in-house training program, which may be as short as one day or as long as five days. Negotiation training seminars, consulting assignments and related services are provided by The Negotiating Group, which can be contacted at 30 Normandy Heights Road, Convent Station, New Jersey 07961.

Aside from the royalties, I wrote this book out of a sincere desire to help you, It will give me great happiness to know I succeeded. Your comments, experiences in applying what you learned and criticism will be most welcomed and may be sent to the above address.

I have absolute confidence in the principles, approaches and techniques set forth in this volume, They have been tested both in the laboratory and in the real world. They work.

We may never meet in person, but in this book we have met. As you begin this book, I wish you a prosperous life and the start of a better future.