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How to execute win-win negotiations every time, in business and in life
Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties.
- Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict
- Spells out the six principles of ethical influence
- Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training
Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.
- Sales Rank: #1651003 in Books
- Published on: 2013-12-04
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x .96" w x 6.35" l, 1.00 pounds
- Binding: Hardcover
- 272 pages
From the Inside Flap
People around the world have been taught for too long that every win requires a loser. Yet, successful negotiations are built on the goal of having both sides win, yielding lasting positive outcomes for both parties. Even in a world that values competition so strongly, when you go for win-win, you put yourself at the leading edge of positive and lasting change.
Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in your professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to-read guide brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for the mutual benefit of all parties.
Negotiating Success offers proven advice you'll turn to again and again for minimizing conflict and maximizing positive results for everyone at the table. You'll learn how to:
- Use positive psychology to unite the parties
- Expand your emotional intelligence through self-awareness, self-management, social awareness, and managing relationships
- Understand the four primary negotiating styles and how to work with them
- Aim for mutuality, where both parties get as much of what they want as possible
- Find creative approaches for achieving mutual routes to satisfaction
- Practice the art of R.E.S.P.E.C.T.
- Integrate the six principles of ethical influence
- Expose and dispose of tactics in negotiations
It's time to start your journey toward enlightened mutuality-based negotiating. You can lead the way to more positive, peaceful negotiating with this unparalleled blend of practical and explicit steps for achieving win-win negotiations, every time.
From the Back Cover
Praise for Negotiating Success
"Negotiating Success is an inspiring book that skillfully integrates the hard and soft skills needed to ensure win-win outcomes in negotiations. The reader will raise his/her emotional intelligence, learn new concepts based on the latest brain research, understand the principles of ethical influence, and gain the skills and steps necessary for intelligent negotiations. Hard skills with soft edges—that's the winning formula!"
—Lance H. K. Secretan, PhD, bestselling author of The Spark, the Flame, and the Torch
"In a world rife with conflict, it is refreshing to find a book intent on dissolving it. Negotiate in a way that allows both sides to win? That's exactly when magic happens, believes Jim Hornickel, who reveals the benefits of mutuality-based negotiations. In this must-read book, Hornickel offers step-by-step instructions on how to infuse the negotiations process with win-win attitudes and actions. He provides questions to ponder, specific examples, and skill-building exercises."
—Lorri Freifeld, Editor-in-Chief, Training magazine
"Who knew that the elements of smart and effective negotiating could be so fascinating? Jim Hornickel opens a window into a process that we engage in many times every day, both formally and informally. Through the use of real life scenarios, he offers many useful insights into ways to make our daily transactions more fruitful for all concerned."
—Barry Bouthilette, author, Feel the Zest: 89 Ways to Be Fully Energized
"Jim Hornickel's book is a groundbreaking, fascinating read. Hornickel takes head on the many challenges of negotiating and created a comprehensive pathway to making them a success. Drawing from his own experience, Hornickel provides insights into the psychology and spiritual/mindfulness principles and digs deep into what it really takes to prepare for and execute a successful negotiation. I highly recommend this book. Read it from cover to cover and you will have the tools needed to master successful negotiations. It is an instructive read for our professional and personal lives."
—Larry Hunt, HR Director, Smith College
About the Author
JIM HORNICKEL is the cofounder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, management, leadership, communication, and presentation through corporate training. In addition to his role at Bold New Directions, Jim has been an incubator of three businesses, a manager in several industries, and a leader in contract, staff, and labor negotiations.
Most helpful customer reviews
3 of 3 people found the following review helpful.
Takes the mystery and stress out of conflict situations
By larry hunt
I thought I knew what there is to know about negotiation and conflict management. This book was an eye opener- insightful, easy to understand, and full of good anecdotes to help you retain what you are learning. Excellent tool for anyone in management (I am an HR Director), but the principles will apply to your personal life as well!
2 of 2 people found the following review helpful.
Building business acumen muscle
By Dietrich J. Thompson
Jim Hornickel has crafted a chapter that requires fearless self-examination and a willingness to change how you operate. This book is filled with practical tools for professionals that seek to be more effective in a matrix structure. For example, the code of conduct chapter begins by examining how our ego can pull us into conflicts. Then, the chapter spends a considerable amount of time guiding us through the process of developing our own personal code of conduct. It's brilliant. Often, organizations develop a code of conduct based on ethics and values, but Hornickel affirms that having your own personal code of conduct will help make you a more effective communicator and reduce unproductive conflict. Personally, I noticed that he doesn't attempt to assert conflict avoidance; rather, he constructs an open and systematic program to reduce the opportunity for misunderstandings and Win-Lose scenarios. Moreover, Hornickel ties this chapter into other chapters within the book. I think this is an effective way to help the reader build on their prior learning.
Overall it's a straightforward approach to developing a comprehensive method to effectively communicating- via a personal code of conduct and sharing that code with your collaborators. I'd recommend this for anyone who lives in an environment that requires negotiations.
Dietrich Thompson
HR Manager
Microsoft Corp.
2 of 2 people found the following review helpful.
Negotiating Success is a 'must have'.
By JJ
Every once in a while, a truly insightful and practical guide makes its way to our collective hands and hearts -- this is the case with Hornickel’s latest book, Negotiating Success. At a time when so many work cultures are embedded in fierce competition and an emphasis on individual success, this publication provides a thoughtful, respectful, and alternative approach to negotiating ‘what you want’. A highly respected and successful leader, Hornickel convincingly espouses a win-win perspective as key to achieving mutually successful and satisfying negotiations. His many years of experience and genuine wisdom are so clearly exemplified in the initial chapter: “Remember, whatever you have to say is only your perspective. So tell the truth as you see it with some wiggle room for others to have a different reality. Then try to meet somewhere in the middle.” Negotiating Success is a ‘must have’ for individuals and organizations attempting to move from gentler, kinder places. It successfully makes the case for bringing the best of ourselves to the table, for learning the art of effective compromise, and most importantly, for ensuring that everyone leaves the table ‘a winner’. This is a book that I will refer to time and time again.
Jan Janssen, Leader; Author – Ontario, Canada
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