Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships.
This indispensable guide covers all you'll ever need to know about negotiating, including:
The 21 rules of successful negotiating -- and how to defend against them!
"Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others
Why Americans are among the worst negotiators on Earth
How to overcome your natural reluctance to bargain
Why win-win negotiating is so vital
How to thoroughly prepare for your negotiations
How to deal with counterparts who intimidate or harass you
How to negotiate ethically -- and deal with those who don't
How to negotiate more successfully across cultural lines
Thomas's Truisms -- 50 memorable negotiating maxims
The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!
About the Author
Jim Thomas is owner and director emeritus of Common Ground Seminars. He is a graduate of UCLA and the Georgetown University Law Center, and served as a U.S. Air Force helicopter rescue pilot in Vietnam, receiving the distinguished Flying Cross. Jim has two teenage children and lives in Alexandria, Virginia.