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Gain the Edge! : Negotiating to Get What You Want - Martin E. Latz

Gain the Edge!

Negotiating to Get What You Want

Paperback Published: 27th December 2005
ISBN: 9780312322823
Number Of Pages: 384

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"Martin Latz's "Gain the Edge " is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, "Gain the Edge " is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns
There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge.
Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result.
Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and experience: The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively.
The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table.
"Gain the Edge " will arm you with:
* Practical strategies to get the information you need before you sit down at the table
* Tactics to maximize your leverage when seemingly powerless
* Secrets to success in emotionally charged negotiations
* A step-by-step system to design the most effective offer-concession strategy
* Ways to deal with different personality types, ethics, and negotiation "games"
* Specific advice on how to negotiate for your next salary, car, or house
* Negotiating tips for other business and personal matters
Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically.
Easy to understand and instantly applicable to real-life situations, "Gain the Edge " is the ultimate how-to guide for anyone looking to master this critical subject.
Martin E. Latz is the founder of the Latz Negotiation Institute and a former negotiator on the White House Advance Teams. He teaches negotiation at Arizona State University College of Law and has presented seminars to thousands in over forty states, including many Fortune 500 companies and the nation's largest law firms. He lives in Phoenix, Arizona. There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge.
"Gain the Edge " will arm you with:
* Practical strategies to get information you need "before" you sit down at the table
* Secrets to success in emotionally charged negotiations
* A step-by-step system to design the most effective offer-concession strategy and deal with different personality types, ethics, and negotiation "games"
* Specific advice on how to negotiate for your next salary, car, or house
* Negotiating tips for other business and personal matters "Few seize the brass ring in business or in life without topnotch negotiation skills. Martin Latz's "Gain the Edge " will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."--Harvey Mackay, author of the #1" New York Times" bestseller "Swim With The Sharks Without Being Eaten Alive" "Martin Latz's "Gain the Edge " is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, "Gain the Edge " is clear, concise, and unfailingly useful."--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns "Anyone who's tried to push a bill through Congress knows the importance of negotiation. In "Gain the Edge " Martin Latz has condensed his enormous font of negotiating wisdom into a book that's accessible, readable, and eminently usable in politics, business, and everyday life."--U.S. Senator Russ Feingold "Martin Latz knows how to negotiate, and in "Gain the Edge " we're fortunate enough to share in his strategies, tips, and tricks of the trade. This book will help readers gain the edge in their business and personal negotiations."--John Podesta, former White House chief of staff ""Gain the Edge " is a winning book, providing practical and straightforward negotiating advice and tips in a very nice, easy-to-read style. Everyone in business will immediately benefit from reading this book. It's so good, I'm buying copies for my entire management team."--Richard L. Boals, president and CEO of Blue Cross/Blue Shield of Arizona "Resolving differences effectively--whether in business, government, school, or at home--requires negotiating skills that Martin Latz understands well, teaches skillfully, and brings to life in "Gain the Edge " Here is a book of practical use and fascinating insight for everyone. After all, we are never far away from our next negotiation."--Howard Paster, former chairman and CEO of Hill & Knowlton, Inc. "Whether you are a confident negotiator or one who is apprehensive of the process, you will learn

Industry Reviews

"Few seize the brass ring in business or in life without topnotch negotiation skills. Martin Latz's Gain the Edge! will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations." --Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful." --Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns

"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In Gain the Edge! Martin Latz has condensed his enormous font of negotiating wisdom into a book that's accessible, readable, and eminently usable in politics, business, and everyday life." --U.S. Senator Russ Feingold

"Martin Latz knows how to negotiate, and in Gain the Edge! we're fortunate enough to share in his strategies, tips, and tricks of the trade. This book will help readers gain the edge in their business and personal negotiations." --John Podesta, former White House chief of staff

"Gain the Edge! is a winning book, providing practical and straightforward negotiating advice and tips in a very nice, easy-to-read style. Everyone in business will immediately benefit from reading this book. It's so good, I'm buying copies for my entire management team." --Richard L. Boals, president and CEO of Blue Cross/Blue Shield of Arizona

"Resolving differences effectively--whether in business, government, school, or at home--requires negotiating skills that Martin Latz understands well, teaches skillfully, and brings to life in Gain the Edge! Here is a book of practical use and fascinating insight for everyone. After all, we are never far away from our next negotiation." --Howard Paster, former chairman and CEO of Hill & Knowlton, Inc.

"Whether you are a confident negotiator or one who is apprehensive of the process, you will learn much from this book. Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results each time you negotiate." --Frank Sander, Bussey Professor of Law at Harvard Law School

"Martin Latz has written an engaging and valuable treatise on the art and science of successful negotiation. By using case studies and every day examples to illustrate his "Five Golden Rules of Negotiation," Martin has produced a readable and ready-access guide to negotiation strategy. And, with the myriad of checklists he provides, Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyer or layperson." --Michael H. Ginsberg, Firm Training Partner, Jones Day (the world's second-largest law firm)

Introductionp. 1
The Strategic Template: Latz's Five Golden Rulesp. 11
Golden Rule One: Information Is Power--So Get Itp. 17
Golden Rule Two: Maximize Your Leveragep. 68
Golden Rule Three: Employ "Fair" Objective Criteriap. 102
Golden Rule Four: Design an Offer-Concession Strategyp. 145
Golden Rule Five: Control the Agendap. 214
Making the Golden Rules Work for Youp. 235
Personality Tendencies--Style Issuesp. 239
Ethics Make a Bottom-Line Differencep. 246
Use a Situation-Specific Strategyp. 255
Common Negotiation Problems and Their Solutionsp. 285
Applying These Strategies to Real-Life Situationsp. 301
Garden-Variety Business Negotiationsp. 305
Salary Negotiationsp. 317
Family Negotiationsp. 322
Car Negotiationsp. 326
House Negotiationsp. 331
Conclusionp. 345
Gain the Edge! Strategic Guide to Effective Negotiationsp. 347
Acknowledgmentsp. 351
Notesp. 355
Indexp. 365
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780312322823
ISBN-10: 0312322828
Audience: General
Format: Paperback
Language: English
Number Of Pages: 384
Published: 27th December 2005
Publisher: Griffin Publishing
Country of Publication: US
Dimensions (cm): 20.96 x 13.97  x 3.18
Weight (kg): 0.35
Edition Number: 1
Edition Type: New edition

Earn 82 Qantas Points
on this Book