Dear Colleague,

From petty squabbling over office supplies to major strife over departmental profit centers, conflict is a fact in everyone’s professional life. Do you ever:

• Avoid conflicts because you’re afraid you’ll lose your argument—or your temper?

• Feel outmatched by someone more convincing?

• Give in to unreasonable demands from bosses or clients?

• Meet staff requests for new computers or time off without seeing an improvement in employee performance or morale?

• Settle for praise instead of a raise?

If you’re ready to get more of what you want and need, you’re ready for …

Mastering Business Negotiation

This step-by-step guide will show you how to triumph in any conflict, even if you’ve been nervous, pushy, impulsive or tongue-tied in the past. Don’t settle for less just because you were afraid to ask for more!

Learn:

• The worst phrase to use as you begin negotiations.

• The way to turn negotiations about your pay package into bigger-than-ever rewards.

• Why “splitting the difference” is a losing proposition.

• Why win-win isn’t always a realistic strategy (and what to do when it’s not).

• Tactics that make the difference in telephone negotiations.

This plain-English guide is for anyone—even the nervous, pushy, impulsive or tongue-tied—who wants a better deal at work … and in life!

Table of Contents
Chapter 1    Know the opposition: Listen to understand your opponent’s agenda.
Chapter 2    Know yourself: Learn your own strengths and failings to develop a powerful game plan.
Chapter 3    Judge fairly to avoid traps: Don’t fall for these tricks!
Chapter 4    Lay the groundwork: Prepare well, then go with your instincts.
Chapter 5    Know the score: Throw your opponent the right bone.
Chapter 6    The power of empathy: Convince your opponent you’re on the same team.
Chapter 7    Reading people: Learn the signals that say “I’m lying.”
Chapter 8    Offense vs. defense: Press your case, or fall back?
Chapter 9    The art of questioning: Flush out the information you really need.
Chapter 10   Building rapport: Take these cues from a diplomat.
Chapter 11   Fight off intimidation: Render bullies helpless.
Chapter 12   Drawing support: Make your evidence carry the day.
Chapter 13   Negotiating your pay package: Get the package you know you deserve.
Chapter 14   Negotiating with your staff: Keep your staff motivated in tough situations.
Chapter 15   Playing hardball: Bring out these techniques for the big win.
Chapter 16   How to change minds: Make your opponent take your position.
Chapter 17   Question (your) authority: Never let your opponent know your level of power.
Chapter 18   Stalemate? Get unstuck: Release the frustration—safely.
Chapter 19   When to walk away: Make time work for you.

Get all this—and much more—in Mastering Business Negotiation!

The how-to guidance in this straightforward book opens the door to new rewards and recognition … more money … career advancement … and smooth sailing on the job and in your personal life. Why dread conflict when you can use it as your springboard to a more fulfilling life? Order your copy of Mastering Business Negotiation now.

Sincerely,
Phillip A. Ash
President and Publisher

P.S. Try Mastering Business Negotiation risk-free for 30 days. I guarantee you’ll find the success strategies you need to triumph!