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99 Negotiating Strategies

Tips, Tactics & Techniques Used by Wall Street's Toughest Dealmakers
Narrated by: Eric Morrison
Length: 2 hrs and 48 mins
Categories: Business, Sales
5 out of 5 stars (1 rating)

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Summary

This is the most complete catalogue of cutting-edge negotiating tactics ever published. 

This blockbuster work is written as a playbook, a field guide, so lawyers, sales professionals, and other dealmakers will actively use it as negotiations proceed. Use the tactics individually or in combinations. Swap them in and out as negotiations proceed for maximum effectiveness, to keep your adversary off-balance, to calm them, or to close the deal. Negotiations are fluid and the mood can change. Sticking to a single approach can lead to deal failure. Rosen says a superior negotiator always adjusts as a deal progresses, just as a winning coach makes in-game adjustments. 

There is no filler here. There are no war stories. This is not a biography of David Rosen's career. It is exactly what the title says - an easy-to-use directory of powerful negotiating tactics. 

Each technique is succinctly explained, many with useful examples. While there are many very sophisticated principles at work in Rosen's catalogue of techniques, each is simply explained. This is not an academic work. It is a tool, a device, just like a notepad, a pen or a calculator, for dealmaking pros to reference constantly. 

Rosen gets high marks for his opening discussion of ethics. The tactics he compiled here are extremely powerful, and readers should use caution in deciding how to apply them. Some incorporate powerful psychological principles and are proven to work based on decades of heavy academic research. To quote Rosen from the book's author's note, "Some negotiators may find ideas in this book too aggressive, but that is a matter of perspective. It is not a matter of right versus wrong, or ethical versus unethical. One may be a principled and hardcore competitive negotiator or an unprincipled, unethical collaborative negotiator. So a given negotiator’s description of a tactic as too 'aggressive' is really nothing more than his or her marking of the spot on the style continuum beyond which he or she no longer feels comfortable. Another negotiator might feel discomfort far short of that first negotiator’s comfort spectrum. Others still may feel no discomfort even at the extremes."

Who will benefit from this collection of advanced strategies? Lawyers, negotiators, sales organizations and sales professionals, business owners, mediators, and anyone involved in negotiating, dealmaking, selling, cold-calling, following up, and closing deals.

What will you learn? A small sample of the dozens of tactics: motivating others to buy, sell or reach other agreements; overcoming objections; creating or deflating a sense of urgency; helping opposing negotiators sell your deal to their own clients; overwhelming the opposition; and strategic uses of silence and indecision.

But Rosen takes you far beyond that, and far beyond the other, generic books on the market.

©2016 Ross and Rubin Publishers LLC (P)2018 Ross and Rubin Publishers LLC

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Profile Image for Joe Diablo
  • Joe Diablo
  • 06-08-19

How to tell if you're getting screwed

STORY - Well, there really isn't any. The author warns you up front that there will be no stories. This is essentially a reference book.

PERFORMANCE - The guy sounds positively creepy. He sounds like Hannibal Lecter reading the menu at Olive Garden. Is this really what the author wanted, or just what he ended up settling for? I really really wish more authors would narrate their own books, pretty pretty please?

OVERALL - The truly useful tips in this book are 1,4,13, 17, 21, 27, 28, 37, 39, 40, 43, 45, 48, 54, 55, 57, 61, 65, 68, 70, 73, 83, 85, 94, 96, 98. The rest are just good to be aware of in case some slick wall street son of a bitch tries to get something over on you. And if I catch you using any of them on me, I'll use #1 on you.

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  • Steven Armsrong
  • 27-11-18

Practical and useful

It is a pleasure to learn from a real world experienced practitioner rather then workshop academia theorist.

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Profile Image for Kevin Legg
  • Kevin Legg
  • 26-01-20

Choose someone better on this topic

Makes liberal use of bravado to compensate for a lack of depth.
Shameful ethics celebrated throughout, and justified from time to time with injunctions like “use your own moral compass.”
Certainly contains some clever tactical ideas.

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Profile Image for Gavin
  • Gavin
  • 12-07-19

It's okay

Too short. Needs to dive into more depth with additional examples. . . . . .