The One Minute Negotiator: Simple Steps to Reach Better Agreements
Does the prospect of negotiating make you tense? Do you find yourself avoiding negotiations whenever you can? You may have negotiaphobia. Now for some good news: there is a cure. In this engaging business parable Don Hutson and George Lucas show you a simple yet profound negotiating approach anyone can use in any kind of setting, from competitive and adversarial to cooperative and collegial. Get the best possible outcome every time-without unnecessarily making enemies or giving yourself an...
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The One Minute Negotiator uses an engaging business parable to tell the story of a high-level sales professional who learns the value of understanding and executing a simple yet profound approach to negotiations – an approach that can be applied to getting the best loaner car while your cars in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, or settling on the price for your new home. There are two primary schools of thought when it comes to negotiation skills. One essentially comes from the Harvard Business School camp, and it’s perhaps best described as “Thou Shalt Collaborate.” This approach teaches that negotiating parties should always work together toward common interests. The other school of thought, mostly pushed by author/consultant Roger Dawson, takes an opposite approach. Call it “Thou Shalt Compete,” this approach is always overtly or subtly adversarial. The One Minute Negotiator differs in that it doesn’t single-mindedly push one strategy over the other—in the real world every negotiation differs depending on the participants and the circumstances. The authors provide an easy-to-use tool that allows you to understand your own negotiation strategy and quickly match it to the negotiation strategy used by the other side and to the situation. Too many people lose out in negotiations because of apprehension and misunderstanding about the process—what the authors call “negotiaphobia”. By providing a simple, straightforward process anyone can use The One Minute Negotiator to help conquer their fears and achieve the most beneficial outcome in all their dealings
Foreword Ken Blanchard ixChapter 1 I Have Negotiaphobia?! 1Chapter 2 Moonlight Reflections and Midcourse Corrections 15Chapter 3 The EASY Process for Treating Negotiaphobia 25Chapter 4 Engaging the Treatment Process 41Chapter 5 Assessing Your Tendencies 57Chapter 6 Assessing the Tendencies of Others 77Chapter 7 Strategizing: One Size Does Not Fit All 93Chapter 8 Your One Minute Drill in Practice 109Epilogue One Year Later 125The One Minute Negotiator Handy Glossary 129Acknowledgments 135About the Authors 137
\ Library JournalHutson (CEO, U.S. Learning), coauthor, with Ken Blanchard, of the No. 1 Wall Street Journal best seller The One Minute Entrepreneur (2008), here teams up with Lucas (The Contented Achiever) to tackle the challenging skill of negotiation. The authors use case studies to illustrate their strategies for successful negotiating—emphasizing the importance of flexibility and the ability to adapt—offering tips for selecting the strategy that best fits the realities of a given situation. They pack a lot of learning into a short framework, though fewer anecdotes might have allowed for more solid substance. That said, this work nicely extols the tradition of Blanchard's "one-minute" approach to various leadership challenges and will appeal especially to those new to the responsibilities of management. Hutson himself reads; his crisp narration keeps things moving at a nice clip. [Includes a bonus CD with a PDF featuring a self-assessment tool, a negotiation strategy matrix, and a glossary; more at theoneminutenegotiator.com.—Ed.]—Dale Farris, Groves, TX\ \
