GEORGE J. SIEDEL is the Williamson Family Professor of Business Administration and the Thurnau Professor of Business Law at the University of Michigan. He teaches courses on negotiation, public policy, and business law at Michigan’s Ross School of Business. He has also taught seminars around the world to business leaders, entrepreneurs, attorneys, judges, physicians, and athletic directors. In conjunction with his courses and seminars, he developed several free negotiation planning tools and a free app, which are available at http://www.negotiationplanner.com.
Professor Siedel completed graduate studies at the University of Michigan and Cambridge University. He served as a visiting professor at Stanford University and Harvard University and as a Visiting Scholar at Berkeley. As a Fulbright Scholar, he held a Distinguished Chair in the Humanities and Social Sciences.
Professor Siedel has received several national research awards, including the Maurer Award, the Ralph Bunche Award, and the Hoeber Award. He has also received many teaching awards, including 2014 and 2018 Executive Program Professor of the Year Awards from a consortium of 36 leading universities committed to international education.
Negotiating is an art. It's complicated. To become an exceptional negotiator traditionally requires years of experience in negotiations. But that doesn't mean that most people can't quickly and easily learn proven negotiating skill and techniques if someone shows them what to do. This book does exactly that.
Never Lose Again reveals a simple but remarkably effective set of fifty questions that anyone can immediately use to become far better negotiators. The fifty questions apply to all types of negotiation situations, from conflicts like buying a home or car to business transactions of all kinds. Each question has been designed to put you in the best position possible, helping you to avoid tricks, break deadlocks, discover conflict and dispute resolutions, and find hidden deals in all types of negotiations.
No other book on the market distills the key negotiation principles into such a simply, effective, and instantly usable form. By learning to use these questions, you can start thinking like expert negotiators and make better deals for yourself, your family, and your business.
There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge.
Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result.
Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and experience: The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively.
The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table.
Gain the Edge! will arm you with:
* Practical strategies to get the information you need before you sit down at the table
* Tactics to maximize your leverage when seemingly powerless
* Secrets to success in emotionally charged negotiations
* A step-by-step system to design the most effective offer-concession strategy
* Ways to deal with different personality types, ethics, and negotiation "games"
* Specific advice on how to negotiate for your next salary, car, or house
* Negotiating tips for other business and personal matters
Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically.
Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.
Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change.
Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles.
Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international.Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender
By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
"Every potential rainmaker and savvy competitor needs Melanie Billings-Yun's GRASP method for negotiation. You'll never have to search for leads again. I highly recommend this book."
—Jeffrey J. Fox, author, How to Be a Rainmaker, Rain, and How to Be a Fierce Competitor
"Stepping back from the details of the deal, Beyond Dealmaking focuses on the bigger picture—engaging people to work together in an authentic way to resolve issues. Dr. Billings-Yun's accessible approach offers negotiators more than merely how to 'get to yes' but, more importantly, how to stay there."
—Carol Frohlinger, coauthor, Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success, and co-founder of Negotiating Women, Inc.
"The concepts advocated in Beyond Dealmaking are spot on, particularly for global negotiations and joint ventures such as ones I routinely dealt with in mergers and acquisitions. Attention to productive relationships is one element that consistently crosses cultures and geographies. Dr. Billings-Yun captures the essence of a complicated topic concisely, with concrete examples that bring it to life and a conversational tone that makes it a leisurely read."
—Jacqui Winship, director, Corporate Strategy and Business Development, Whirlpool Corporation
"Melanie Billings-Yun has produced an innovative, refreshing approach to negotiation based on her years of practical experience around the world. She treats negotiation as an on-going process that forms the core of a successful relationship, not as merely a free-standing transaction. Beyond Dealmaking takes us beyond 'yes' to build the sort of trust that ensures success."
—Stephen Bosworth, dean, The Fletcher School of Law and Diplomacy, Tufts University
"Finally, a clear-eyed how-to book that understands that negotiation is not just about terms, but about people. Beyond Dealmaking shows us how to make lasting agreements based on understanding, fairness, and respect. Filled with fascinating stories of negotiations of every type, this is a book that everyone can learn from to improve their work and their lives—and maybe even ease the burden on our overloaded courts."
—Betty Roberts, arbitrator, mediator, and former Oregon Supreme Court Justice
"I am delighted to see a considered and sustainable approach to negotiation that understands that actions, words, and fairness have an impact that continues far beyond the signing of a deal."
—Edward C. Prescott, Ph.D., professor, and winner of the Nobel Prize for Economics