The One Minute Negotiator by Don Hutson
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Synopsis

By the coauthor of the #1 Wall Street Journal and New York Times bestseller The One Minute Entrepreneur
Offers a simple, straightforward, and proven approach to negotiating anything
Written in the popular and accessible "business fable" format

Negotiation impacts every aspect of our lives, from the deals we strike on the job to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything they can to avoid negotiation -- it makes them uncomfortable, nervous, even frightened. This plague of "negotiaphobia" is that The One Minute Negotiator will remedy.
Don Hutson and George Lucas use an engaging business parable to tell the story of a high-level sales professional who learns to master a simple yet profound approach to negotiations. Jay Baxter sells more than anyone else in his company, but his profit margins are slim. Instead of negotiating the best deal for the company, he's giving too much away to get the sale. On a company-sponsored cruise he meets the One Minute Negotiator, who teaches him a three-step negotiating process that can be applied to any situation: closing a deal to get your product in a big-box retail store, getting the best loaner car while your car is in the shop, seeking a fair solution after a hotel messes up your reservation, settling on the price for your new home -- in short, any transaction.
The key is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. Either everybody works together toward a common goal or the process is basically adversarial. The problem is no two negotiations are alike -- one strategy cannot fit all. The One Minute Negotiator teaches you four potential strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side.
Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. You'll never walk away thinking about what you should have asked for or might have gotten. Instead, with tools Hutson and Lucas provide you can confidently and consistently guide any negotiation to the best possible conclusion.
 

About Don Hutson

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Don Hutson, the Chairman and CEO of U.S. Learning and the Chairman of the Board of Executive Books, is an accomplished corporate speaker and trainer who works primarily with Fortune 1000 Companies. Don is the author of nine books, including The Sale and the New York Times No. 1 bestseller, The One Minute Entrepreneur, which he co-authored with Dr. Ken Blanchard. The Sale sold more than 75,000 copies, while The One Minute Entrepreneur has sold more than 125,000 copies and is schedule for a re-release this summer. George H. Lucas, Ph.D., is a senior consultant and member of the board of directors for U.S. Learning, and has been a resource to organizations as a speaker, trainer, consultant, and field coach for more than twenty-five years. He regularly works with clients in North America, Asia-Pacific, Europe and the Middle East, Latin America, Australia, and Africa. George is author or co-author of several successful textbooks, and a co-author (with Don Hutson and Chris Crouch) of The Contented Achiever. He also co-authored, with Terri Murphy, a widely utilized CD-based learning resource: Negotiation -- What You Don't Know Can Cost You.
 
Published August 30, 2010 by Berrett-Koehler Publishers. 159 pages
Genres: Business & Economics, Self Help. Non-fiction

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