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How to Win Any Negotiation
Book

How to Win Any Negotiation

Without Raising Your Voice, Losing Your Cool, or Coming to Blows

Robert Mayer
Career Press, 2006

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Editorial Rating

7

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  • Applicable

Recommendation

Robert Mayer’s hobby is collecting negotiating tricks, and over the past 40 years he seems to have encountered nearly all of them. Here, he presents 38 techniques that just about anyone can learn to use to negotiate everything from house prices to car leases to executive salaries. Nevertheless, you’ll encounter some bumps along the way. Meyer has to stretch a bit for his LANCER acronym, for example, and he sometimes lapses into jargon. Despite these minor problems, he is almost Solomonic in his ability to come up with ways to divide shares equitably among parties. getAbstract believes that both seasoned and novice negotiators can learn from Mayer’s wisdom. Next time you’re making an expensive purchase, you’ll be able to put his ideas to good use.

Take-Aways

  • Each negotiation calls for different techniques and tactics.
  • Learning to negotiate can make you a better business person, better competitor, and better family member and friend.
  • The steps in the LANCER negotiating technique are linkage, alignment, needs, control, evaluation and reading.

About the Author

Robert Mayer is a lawyer who has appeared on more than 130 radio and TV shows, and has conducted negotiating workshops for universities, government agencies, private companies and professional associations.

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