Advanced Power Negotiation

Advanced Power Negotiations: Swim with the Sharks Without Getting Swallowed

How to Negotiate with Sharks and Still Win the Deal
How to Outsmart, Outlast, and Out-Deal Anyone
Business, like the ocean, is full of predators and prey. Some people splash, others sink, but the winners swim with the sharks-and live to tell the tale. Move your thoughts to the sharks you can meet every day in the business world's offices, factories, and malls. They wear suits, dresses, or protective clothing and occupy positions such as CEOs, sales representatives, procurement managers, and even their own customers and colleagues. They may circle you with polite smiles, waiting to take a bite if they think you are food.
As in the oceans, you cannot wish sharks away in your business or private life. Just as you must know how to protect yourself against shark attacks in the sea, you must know how to do it in business and social settings. If you don't and frantically splash in the water like a wounded seal, human sharks will sense it just like sea sharks do. They always do.

Luckily, you can swim with sharks without getting eaten. In the ocean, nets, cages, or prodding sticks can protect swimmers by keeping sharks at bay. In business and civil society, you can protect yourself from becoming a meal by equipping yourself with negotiation skills. It will give you the confidence and power to enter negotiations and navigate the complex world of human sharks. These sharks in suits and overalls will detect negotiation skills, power, and confidence just like their counterparts in the seas detect fierce fish, prompting them to seek easier prey.

A negotiator with tactics, leverage, and skills is not helpless prey, but a person who knows how to ward off shark attacks in business dealings. This book will show you how to maneuver nimbly when dealing with sharks, whether in a business suit or casual attire.

Veteran negotiator and advocate Henk Botha reveals the insider strategies that saved companies millions, won "impossible" contracts, and turned "No" into "Done deals" more times than he can count. With more than five decades in the trenches-from labor strikes to high-stakes boardroom deals-Botha strips negotiation of its myths and exposes it for what it is: power, leverage, and psychology, all disguised as conversation. You will learn how to:

• Spot the hidden leverage you already have (but probably never use).
• Out-swim aggressive rivals without losing your cool-or your wallet.
• Master tactics, tricks and timing that work as well in a corner office as in a kitchen table deal.
• Out-deal anyone by knowing when to push, pause, and walk away.
• Win deals without the scars of battle.

If you are an executive, entrepreneur, salesperson, procurement manager, project director, or human resources specialist, each chapter gives you memorable "Lessons from the Shark Cage."

If you are tired of losing deals, leaving money on the table, or being someone's lunch, this book is your life jacket.

Discover:

• How to toughen your negotiation style - assert yourself without antagonizing others.
• How to handle hostile or uncooperative negotiators.
• Leverage ... how to get it ... use it ... keep it!
• What to say when beginning a negotiation
• The four possible outcomes of any negotiation ... and how to avoid the traps.
• How to get mileage out of your proposals, avoiding needless compromises.
• 4 trademarked Negotiation Tools that pay off BIG!
• The "secret" negotiation formula that will let you win every time ... even when conceding!
• How to stop the Walls of Jericho caving in - avoiding crumbling under pressure.
• How to sniff out the real "decision-maker" and stop negotiating with unqualified persons.