James M. O'neil

Negotiation Strategies and Tactics for Small Business: How to Lower Costs, Raise Sales, and Put More Money in Your Pocket. James M. O'neil 1st edition

A concise guide to negotiation for the little guy. It covers preparation, discussion, making and receiving proposals as well as how to close an agreement. It also covers how your relationship with the other negotiator affects your strategy. Is it a single transaction or an ongoing business relationship? Leverage is explained, both how to get it and how to use it. It covers distributive (win-lose) negotiations, helping you to get the biggest share of the pie, as well as integrative (win-win) negotiations where the goal is to expand the pie. The book covers such tactics as anchoring, bracketing and setting your entry price. It includes sections on the behavior of skilled negotiators including helpful behaviors and behaviors to avoid. A whole chapter entitled "Ploys, Gambits and Dirty Tricks" lists the most common of these tactics and how to deal with them. Read this book, use it, and always get a good deal.