Negotiation impacts every aspect of our lives, from the deals we strike
on the job, to our relationships with family members and neighbors, to
the transactions we make as customers. Yet most people do anything they
can to avoid negotiating--it makes them uncomfortable, nervous, even
frightened. This plague of negotiaphobia is what Don Hutson and George
Lucas are here to remedy.
Hutson and Lucas tell the tale of Jay Baxter, who sells more than anyone
else in his company but finds himself in trouble because his profit
margins are so slim--he's giving too much away to close the deal. Enter
the One Minute Negotiator, who teaches him a three-step negotiating
process that not only helps him make more profit per sale but can be
applied anywhere, on the job or off.
The key to the process is flexibility. Most books on negotiation preach
one of two gospels: thou shalt collaborate or thou shalt compete. But no
two negotiations are alike--one strategy cannot fit all. The One Minute
Negotiator teaches you four viable strategies and shows how to choose
the one best suited to the situation, your own inclinations, and the
strategy being used by the other side.
Besides the obvious benefits, conquering negotiaphobia will reduce your
stress level. You'll never walk away thinking about what you should have
asked for or might have gotten. Instead, with the tools Hutson and Lucas
provide, you can confidently and consistently guide any negotiation to
the best possible conclusion.
