The Only Negotiating Guide You’ll Ever Need, Revised and Updated by Peter B. Stark and Jane Flaherty is different tactics in negotiations. I haven’t read enough negotiating books to say this is the only negotiating book you’ll ever need, but I will say this book is to the point in explaining different tactics in a very simplistic and easy manner. This is an awesome book for high school students who are just graduating. My favorite chapter is how to negotiate a pay raise.
The first half of the book deals more with the concepts and psychology behind the art of negotiating. It even has a couple of self-assessment tests to take to deter what your skill level is in negotiating.
The strongest part of the book is the second half. They go into detail on 101 tactics for successful negotiating. For example, one tactic called The Trial Balloon is finding out how firm your counterpart is on the key issues is often helpful in negotiation. You can get some information by sending up a Trial Balloon and watching your counterpart’s reaction. This tactic may give you a better understanding of what to expect when you get down to doing final negotiation. Then they provide an “example” of The Trial Balloon. For example, A home seller is asking $250,000 for her house. The buyer’s agent presents a cash offer of $230,000 with a thirty-day escrow. Then they follow the example with an example “Counter.” In this counter, they suggest using the Wow! You’ve Got To Be Kidding! Tactic. A second effective counter could be the response That’s Not Good Enough. A third possible counter could be to support the $250,000 asking price with Facts and Statistics citing the selling price for comparable homes in the neighborhood.
It is always good to read books such as this one especially if you in communication, marketing and sales position.
"I received this book from Blogging for Books for this review."