How to win any negotiation : without raising your voice, losing your cool, or coming to blows

Today’s super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Robert Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources:— Recent advances in psychology, linguistics, trial advocacy, sales, and management communications—the cutting edge of the art of performance.— Tips, tricks, and techniques from 200 of the world’s masters—the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.— Mayer’s own “been there, done that” years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world’s best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft.You’ll learn what works—and what doesn’t—when you’re up against a stone wall...or your ideas are being rejected...or you’re confronted with hostility and anger. Included is the highly acclaimed Deal Maker’s Playbook, a collection of step-by-step “how-to’s” and “what-to’s” for 38 common negotiating situations such as:— Buying a car— Leasing an apartment— Dealing with the IRS— Interviewing for a Job— Buying a franchise— Getting out of debt Contents......Page 10 Introduction: So You Want to Tilt the Playing Field......Page 14 PART I: Soft Touch: Finessing, Influencing, and Persuading Others......Page 16 1 Winning Is a Mindset: The Great Wallenda Effect......Page 18 2 Linkage: The Stealth Factor......Page 20 3 Alignment: Soar Points......Page 26 4 Needs: Making Your Ideas Irresistible......Page 30 5 Control: How to Listen So People Will Talk and Talk So People Will Listen......Page 34 6 Evaluation: Finders Keepers, Losers Beepers......Page 40 7 Reading: People Are an Open Book......Page 44 8 LANCER: Postcards From the Top......Page 50 PART II: Trouble Shooting: Settling for More......Page 52 9 Finessing Hostility, Aggression, and Anger: Dancing in the Minefield......Page 54 10 Overcoming Rejection: Riding the Crest of a Slump......Page 58 11 Running Through Walls: The Trying Game......Page 62 12 Finessing Worth, Value, and Share Differences: Waging Peace......Page 68 13 Finessing People Who Would Rather Be Right Than Reasonable: Slow Squeezing......Page 72 PART III: Hard Bargain: Winning When the Score Is Kept in Dollars......Page 78 14 Analytics: Choice Points......Page 80 15 Relationships: Walking Between the Raindrops......Page 84 16 Power: The Insurmountable Opportunities Factor......Page 90 17 Basic Training: Bombs-Away Bargaining and White-Knuckle Horse Trading......Page 94 18 Mind Tricks: The Squish Factor......Page 104 19 Sliders and Curves: Hold-on-to-the-Roll-Bar Negotiating......Page 112 20 Timing, Tempo, and Turbocharging: Making Time Your Ally......Page 122 PART IV: The Deal-Maker’s Playbook: Low-Impact, High-Yield Tips, Tricks, and Tactics......Page 128 Apartment Lease......Page 130 Appliances......Page 133 Automobile Lease......Page 136 Automobile—New......Page 141 Automobile—Used......Page 146 Bargaining and Haggling......Page 149 Business—Purchase......Page 153 Business—Sale......Page 158 Cohabitation Agreement......Page 162 Collecting Money......Page 165 Contractors......Page 169 Contracts......Page 175 Crisis, Public Relations......Page 178 Cruises......Page 181 Debt......Page 186 Divorce......Page 190 Employees......Page 193 Family and Friends......Page 196 Franchisors......Page 199 House—Purchase......Page 206 House—Sale......Page 212 Insurance Claims, Auto......Page 215 Insurance Claims, Homeowner......Page 220 IRS......Page 226 Jewelry......Page 232 Job Interviews......Page 236 Lawyer, Hiring a......Page 240 Litigation, Settling......Page 245 Loan......Page 248 Office Lease......Page 254 Prenuptial Agreement......Page 260 Real Estate—Listing Broker......Page 264 Reservations and Tickets......Page 266 Salary, Beginning......Page 268 Salary, Increases in......Page 271 Store Front Lease......Page 275 Coming Full Circle......Page 280 B......Page 282 D......Page 283 H......Page 284 M......Page 285 P......Page 286 T......Page 287 W......Page 288 About the Author......Page 289

An important and most helpful book for everybody. It delivers more power to you!
?Larry King, host, Larry King Live

No magic elixirs or mumbo jumbo; just straight-talking, easy-to understand, easy-to-remember, and easy-to-use principles of persuasion and negotiation-secrets I've seen in action when Bob Mayer has successfully negotiated for me.
—David Crosby, singer/songwriter (Crosby, Stills & Nash)

Bob Mayer is a world-class negotiator who demystifies the art of getting what you want.
—Nolan Bushnell, Father Of The Video Game Industry

Today's super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources:

• Recent advances in psychology, linguistics, trial advocacy, sales, and management communications-the cutting edge of the art of performance.
• Tips, tricks, and techniques from 200 of the world's masters-the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.
• Mayer's own been there, done that years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world's best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft.

  You'll learn what works-and what doesn't-when you're up against a stone wall or your ideas are being rejected or you're confronted with hostility and anger. Included is the highly acclaimed Deal Maker's Playbook, a collection of step-by-step how-to's and what-to's for 38 common negotiatingsituations such as:
  

  • Buying a car
  • Leasing an apartment
  • Dealing with the IRS
  • Interviewing for a Job
  • Buying a franchise
  • Getting out of debt

  It's all here-the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction.

  Today's super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources: -Recent advances in psychology, linguistics, trial advocacy, sales, and management communications -- the cutting edge of the art of performance.-Tips, tricks, and techniques from 200 of the world's masters -- the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.-Mayer's own "been there, done that" years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world's best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft. You'll learn what works -- and what doesn't -- when you're up against a stone wall ... or your ideas are being rejected ... or you're confronted with hostility and anger. Included is the highly acclaimed Deal Maker's Playbook, a collection of step-by-step "how-to's" and "what-to's" for 38 common negotiating situations such as: -Buying a car -Leasing an apartment -Dealing with the IRS -Interviewing for a Job -Buying a franchise -Getting out of debt It's all here -- the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction Today's super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources:— Recent advances in psychology, linguistics, trial advocacy, sales, and management communications—the cutting edge of the art of performance.— Tips, tricks, and techniques from 200 of the world's masters—the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.— Mayer's own “been there, done that” years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world's best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft.You'll learn what works—and what doesn't—when you're up against a stone wall...or your ideas are being rejected...or you're confronted with hostility and anger. Included is the highly acclaimed Deal Maker's Playbook, a collection of step-by-step “how-to's” and “what-to's” for 38 common negotiating situations such as:— Buying a car— Leasing an apartment— Dealing with the IRS— Interviewing for a Job— Buying a franchise— Getting out of debtIt's all here—the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction. Today's super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of -- Recent advances in psychology, linguistics, trial advocacy, sales, and management communications--the cutting edge of the art of performance.-- Tips, tricks, and techniques from 200 of the world's masters--the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.-- Mayer's own "been there, done that" years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world's best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft. You'll learn what works--and what doesn't--when you're up against a stone wallor your ideas are being rejectedor you're confronted with hostility and anger. Included is the highly acclaimed Deal Maker's Playbook, a collection of step-by-step "how-to's" and "what-to's" for 38 common negotiating situations such Buying a car-- Leasing an apartment-- Dealing with the IRS-- Interviewing for a Job-- Buying a franchise-- Getting out of debt It's all here--the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction. The book misses a flow. The central theme is based on an acronym "Lancer". I don't remember the expansion now. The book has a lot of disconnected themes and it is very difficult for anyone to follow the suggestions/advices the author wants to impart. All I remember are the examples the author quotes rather than anything else. Some of them are completely impractical.