Cambridge Business Association
The One Minute Negotiator
Book

The One Minute Negotiator

Simple Steps to Reach Better Agreements

Don Hutson and George Lucas
Berrett-Koehler, 2010
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Editorial Rating

7

Qualities

  • Applicable

Recommendation

People intensely dislike negotiating. This is true for everyone, including senior business professionals. This dread may derive from the mistaken attitude that negotiation must be a win- lose confrontation. Not so, according to Don Hutson and George Lucas, who provide a memorable, three-step process you can use to negotiate effectively. getAbstract likes this book’s clear-headed, easy-to-follow explanation of the essence of negotiation, including how to plan for a negotiation and how to negotiate successfully. However, the book is mistitled. Nothing takes only one minute, certainly not the careful assessment, strategic thinking and tactical planning that the authors correctly assert must accompany any negotiation. Otherwise, this is an outstanding book that can help you become a more successful negotiator.

Summary

“Negotiaphobia”

Jay Baxter was excited. He and his wife, Laura, had won a trip on a luxury yacht docked in Miami as part of the Top Producers Award Trip sponsored by his company, XL Information Solutions. They were pleased to leave below-freezing temperatures in Cleveland for the sunny bliss of Miami. Additionally, Jay was proud to be the top-quota producer among the 17 salespeople on the cruise. He hoped (and expected) that the company would select him as “Salesperson of the Year.” Jay also thought that the firm would give him his dream job as the new regional sales manager for the Upper Midwest. However, the trip would not be all fun. Along with the other salespeople, Jay had to attend a multiday workshop on negotiating taught by Dr. Pat, a negotiations expert. The workshop was called “Treating Your Negotiaphobia.”

Jay ran into his friend Eduardo Carlos, another XL sales rep. Eduardo told Jay that the latest gossip held that another salesperson, Cathy Simmons, was going to win the top sales award and be appointed to the regional sales manager job. Jay was baffled. When he last checked the sales figures, he was a strong 8% ahead of Cathy. But Eduardo told Jay that...

About the Authors

Don Hutson, author of 12 books, is chairman and CEO of US Learning, where consultant George Lucas serves on the board.

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