Negotiation Made Simple: A Practical Guide for Solving Problems, Building Relationships, and Delivering the Deal
- 3h 1m
- John Lowry
- HarperCollins Leadership
- 2023
Negotiators might be born, but great negotiators are made.
This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time.
Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today’s competitive marketplace, there is no time for experimentation, nor room to make mistakes.
The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to:
- Make strategic decisions – move from doing what is comfortable to doing what is most strategic.
- Manage the process – carefully balance the urge to compete with the need to collaborate.
- Deliver the deal – fine-tune the negotiation process to achieve the desired outcome.
This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.
About the Author
Dr. John Lowry is a recognized authority on negotiation through his experience as a lawyer, business consultant, entrepreneur, negotiation coach, and university administrator. His results-focused, systematic approach to negotiation has been successfully implemented by thousands of professionals across the United States. Dr. Lowry teaches negotiation at the top-ranked Straus Institute for Dispute Resolution at Pepperdine University School of Law and in Vanderbilt University’s Master’s in Management in Health Care program. Dr. Lowry also serves as president of The Lowry Group, LLC (“TLG”). At TLG, he provides negotiation training and coaching for governmental entities, major insurance companies, health care organizations, and other businesses.
In this Book
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Foreword
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Introduction: Getting Started—Life as a Great Negotiator
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You are a Negotiator
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Strategy Wins
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Success Starts with You
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The Characteristics of Competitive Negotiation
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Master Your Most Important Move
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Concede with Purpose
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Transition from Positions
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The Roadmap to Resolution
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The Power of Empathy
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Prepare for the Process
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Overcome the Obstacles
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Know the Secrets of Satisfaction
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Conclusion: Make a Difference One Move at a Time
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Your Next Steps to Making Negotiation Simple
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Notes
