Negotiotion the Art of Getting what you want.pdf

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NEGOTIATION
The Art of Getting
What You Want
by
MICHAEL SCHATZKI
with Wayne R. Coffey
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Copyright 1981, 2005-2009 by Michael Schatzki - All rights reserved
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MICHAEL SCHATZKI
Michael Schatzki is an experienced professional negotiator. He has conducted
negotiation training seminars and workshops for businesses, nonprofit organizations
and professional groups throughout the country and provides consulting services to
organizations on specific negotiating problems. He combines his ability as a trainer and
teacher with more than 20 years of experience in a variety of management positions.
He has developed and conducted custom designed negotiation skills seminars for sales,
purchasing, insurance, personnel, finance, training, engineering, contracting, real estate,
government and regulatory relations, various professional groups and general manage-
ment.
He is the author of Negotiation: The Art of Getting What You Want , originally
published by Signet Books, and the Master Sales Negotiator audio/video program.
Michael Schatzki received his B.A., Magna Cum Laude, from Haverford College, and an
M.P.A. from the Woodrow Wilson School of Princeton University.
His website is www.NegotiationDynamics.com
 
Table of Contents
PART I - Negotiation: the Life Skill
Introduction You Don't Have to Take No for an Answer 2
Chapter 1 You're Already on Your Way 6
Chapter 2 Free from Fear 8
PART II - Setting the Stage
Chapter 3
An Overview of Negotiation 18
Chapter 4
The Settlement Range: The Best Friend Your Negotiation Can Have 23
Chapter 5
Coping with Tension 37
Chapter 6
Predicting How the Other Side Will React 41
PART III - Mapping Out Your Action Plan
Chapter 7 Strategic Forces: Your Springboard to Successful Negotiating 47
Chapter 8 Making a Better Deal Possible 59
Chapter 9 Pulling Your Bargaining Levers 65
Chapter 10 Tactics: Your Tools for Getting What You Want 71
Chapter 11 Research and Planning: A Little Digging Goes a Long Way 98
PART IV - Face to Face
Chapter 12 A Matter of Style 115
Chapter 13 At the Bargaining Table: Putting It All Together 129
PART V - The Negotiator's Workshop
Chapter 14 Ten Common Negotiations: How to Get What You Want 148
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Buying a New Car
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Buying a Used Car
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Negotiating Salary and Benefits for a New Job
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Negotiating a Raise
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Buying and Selling a House
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Negotiating Contracts
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Complaints
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Utility Companies
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Negotiating with Landlords
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Negotiating With Government and Other Bureaucracies
Epilogue:
Parting Thoughts 168
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Negotiating Price on Big-Ticket Items
PART I
v
Negotiation:
The Life Skill
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