ISBN 9788129119353,The New Art Of Negotiating

The New Art Of Negotiating



Rupa & Co

Publication Year 2012

ISBN 9788129119353

ISBN-10 8129119358


Number of Pages 208 Pages
Language (English)


You negotiate every day of your life. Whether you are closing a business deal, asking your employer for a raise, or simply persuading your child to do his homework, everything is a negotiation. Written by Gerard Nierenberg and Henry Calero, world-renowned experts in the field, The New Art of Negotiating introduces you to the many crucial skills involved in effective negotiation. Early in their careers, Nierenberg and Calero made a revolutionary discovery: Negotiation does not have to be an adversarial process that ends in victory for one party and defeat for the other. By having a clear understanding of each party's goals, you can steer clear of the common obstacles that derail most deals. The New Art of Negotiation provides the author's proven strategies for avoiding these pitfalls in our fast-changing, high-pressured world. You will learn how to analyse your opponent's motivation, negotiate toward mutually satisfying terms, learn from your opponent's body language and much more. Throughout, the authors will guide you in successful applying their famous 'everybody wins' tactics. About the Author Gerard I. Nierenberg, a successful lawyer, pioneered the idea of the 'everybody wins' philosophy--now commonly referred to as 'win-win'--which insures that all parties benefit from the negotiation. Nierenberg has written twenty best-selling books that have been translated into thirty languages. He is also the founder of the Negotiation Institute, which offers state-of-the-art training to business and professional organizations, and executives around the world. Henry H. Calero has been writing about communication and negotiation for over thirty years. A consultant and writer for professional, academic and technical publications, he and Nierenberg are also co-authors of the bestselling How to Read a Person Like a Book.