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You Can Negotiate Anything, Anywhere, Anytime

Wednesday, December 23, 2009

Book Review in Ghanian Journal




Review of How to Negotiate Like a Pro

Author: Mary Greenwood

Everyone finds themselves in a situation they need to negotiate their way out of. For some it is more often than with others.

Right from childhood when you had to negotiate with your parents about letting you attend a friend’s party they weren’t comfortable with, to workplace negotiations with the boss about a pay rise or promotion, or even with a stubborn spouse on matters of family and love. A sale bargain or a hotel you think didn’t give you good service and they need compensate. Sounds familiar? Mary Greenwood’s ‘How to Negotiate Like a Pro’ offers a good guide on how to win in negotiations.

Simply written, quoting relevant examples readers can identify with, the book discusses various rules for resolving disputes. While it is laden with tips on winning in professional negotiations, others like disputes with a boss, a spouse (or ex-spouse), other family members, banks, credit card companies, hotels or restaurants, buyers or sellers among others are also highlighted. Face to face, telephone or email – the rules are there.

You need to prepare psychologically before a negotiation. That is key. Emotions such as anger and tantrums are a no no – unless as an extreme tactic; a last resort where all else have failed. But even so, a tantrum or anger has to be stage managed, and a reader needs to read and understand the approach, because this is a sensitive one. Angry and upset that all is not going well? Focus on what you hope to accomplish and tell yourself that nothing is going to stand in the way of that goal, the book advises.

Know exactly what it is you want, as well as what the other side wants. Know also what you are willing to give up getting what you want. Make sure you’ve done your research, because you don’t want to risk quoting information and figures out of context.

What if it is clear you are headed for a deadlock? That is why you should have had a backup plan in the first place, or alternatives that will help seal the deal.

The book helps you deal with someone who is unreasonable and gives you a clear picture of what to expect in such situations. There are also ways to read what the other side is thinking. The author has also given scripts and words (at the end of each rule) the reader can use verbatim, when faced with various queries. Setting ground rules before commencing any critical negotiation will save time and pain.

Did you know negotiating is an art? For instance, make sure when coming into the room for the first time you look the part. Also set the tone for the negotiation. If you are hopelessly deadlocked, it helps to break the impasse. Extreme tactics are provided for you (when the negotiations are taking too long or don’t look too good) to use, or recognise them when used against you.

It can be frustrating and tiring when negotiations go on and on. Read also when and how to close the deal. What happens when negotiations fail? You might want to try mediation or arbitration.

You will love to read this book because it is so simple – and relevant. At the end of it, you lack an excuse for not negotiating like a professional.





Mary Greenwood, Mediator, Attorney and Author of
How To Negotiate LIke A Pro: 41 Rules for Resolving Disputes, Winner of six book awards
Best How To Book, DIY Festival
Runner Up, New York Book Festival, E-Book and Self-Help Category
Finalist ForeWord Magazine Book of the Year Awards
Finalist, Best National Book Awards, Self-Help Category
Honorable Mention, London Book Festival
How To Mediate Like A Pro: 42 Rules for Mediating Disputes
Winner of five book awards
Best National Book AWard, Law Category
Best E-Book, New York Book Festival
Best How To Book, Beach Book Festival
Best E-Book, Indie Excellence Awards
Spirit AWard, South Florida Writers Association
Email: howtonegotiate@aol.com
www.marygreenwood.com

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