Great Negotiators: How the Most Successful Negotiators Think and Behave

292 Pages·2006·5.46 MB·English

by  Tom Beasor

Great Negotiators
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Great
Negotiators
How the Most Successful
Business Negotiators
Think and Behave
TOM BEASOR
© Tom Beasor 2006
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or trans-
mitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise
without the prior permission of the publisher.
Published by
Gower Publishing Limited
Gower House
Croft Road
Aldershot
Hampshire
GU11 3HR
England
Gower Publishing Company
Suite 420
101 Cherry Street
Burlington
VT 05401-4405
USA
Tom Beasor has asserted his moral right under the Copyright, Designs and Patents Act, 1988, to be
identified as the author of this work.
British Library Cataloguing in Publication Data
Beasor, Tom, 1951–
Great negotiators : how the most consistantly business
succesful negotiators think and behave
1.Negotiation in business
I.Title
658.4’052
ISBN-10: 0 566 08728 6
ISBN-13: 978-0-566-08728-8
Library of Congress Cataloging-in-Publication Data
Beasor, Tom, 1951–
Great negotiators : how the most consistantly successful negotiators think and behave /
Tom Beasor.
p. cm.
ISBN 0-566-08728-6 (alk. paper)
1. Negotiation in business. I. Title.
HD58.6.B422 B2006
658.4’052--dc22
Printed and bound in Great Britain by TJ International Ltd, Padstow, Cornwall.
Contents
Introduction vii
Section 1
Practical Hints & Tips 1
Section 2
Planning & Preparation 91
Section 3
Negotiation Philosophy 131
Section 4
Practical Examples & Good Stories 209
Section 5
The International Perspective 245
Section 6
The Power of Poker 261
Bibliography 281
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Introduction
I’ve written a weekly newsletter, Negotiation Update, for
over 5 years for a global commercial audience of buyers
and sellers. It has contained over 700 tips and ideas on
negotiation, buying and selling.
This book is an edited compilation of the negotiation
tips and they represent a diary of my own experience as
a practising consultant and teacher around the world
working with experts in every market sector.
If you’d like to know more about the newsletter then
check out my website at www.beasor.com which
contains an archive of all the work and an opportunity
to subscribe.
I’ve had the good fortune to meet a wide variety
of first-class professionals and I thank them all for
the stimulation and guidance they continue to
provide me.
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1
Practical Hints & Tips
In my years as a consultant I’ve picked up many
tips and handy ideas that I’ve communicated via my
weekly newsletter.
In this first section we have some sensible, simple and
practical tips…keep these ideas in your mind and you’ll
not go far wrong.