WIN-WIN: An Everyday Guide to Negotiating

We all negotiate every day, yet few people ever learn how to negotiate. Those who do usually learn the old-school, adversarial approach that is only useful in a one-off negotiation where you will never see the other party again. However, such transactions are becoming increasingly rare because most of us deal with the same people repeatedly—our spouses and children, our friends and colleagues, our customers and bosses. We need to achieve successful results for ourselves while maintaining healthy relationships with our negotiating partners. In today’s interconnected world, a win-win outcome is fast becoming the only acceptable result. This book will show you how to get that win-win.

You will also learn how to:

• Distinguish interests from positions and uncover hidden interests
• Use negotiating alchemy to create value out of nothing
• Appreciate the beauty of no on your way to yes
• Force your counterpart to consider your needs
• Frame issues to your advantage
• Recognize when to make the first offer
• Make and demand concessions
• Know when to compromise and when to try for something better
• Develop a powerful Plan B so you cannot lose
• Manage emotions, biases, and other psychological pitfalls
• Use common negotiating tactics and counter-tactics
• Overcome an impasse
• Negotiate successfully with powerful counterparts
• Prepare for any negotiation using an eight-step template
• and much more!

About the Author

David Goldwich practiced law in the United States for more than a decade. Recognizing that lawyers perpetuate rather than solve problems, he has since reformed and hasn’t sued anyone in years. David has taught negotiation and other business topics at the tertiary level in the US and in Singapore. David speaks internationally and conducts workshops and seminars in negotiation, storytelling for leaders and sales professionals, business presentations, assertiveness, and leadership. An engaging and provocative speaker, David uses humor and stories gathered from his own experience as a lawyer, businessman, and father to help people reach breakthrough changes in their personal and professional lives. He is the author of five books and hundreds of articles. Born and raised in Miami, Florida, David has been living in Singapore and working throughout Asia since 1999. He enjoys art, music, stock investing, the beach, red wine, chocolate, and anything Italian. --This text refers to the paperback edition.