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Two apparently very different negotiators: a leading hostage
negotiator and a mergers and acquisitions dealmaker. One has solved
hundreds of high stakes sieges. The other has completed more than
sixty corporate M&A deals worth close to $1 billion. Neither
has ever perceived any of these successes as a personal victory.
This egoless mindset has allowed Kirk Kinnell and Jim Houghton to
explore the true value needed by others and thus present a proposal
in a way that greatly increases their ability to close a deal. In
The Work Smarter Guide to Negotiation Kirk and Jim have fused their
remarkable life experiences of negotiating in widely contrasting
situations to simplify complex issues and provide practical
solutions for all kinds of scenarios. They show you how to
negotiate towards your desired outcome dispassionately - even under
the most intense pressure - so that all parties get enough of what
they want and need to consider themselves victories. They show what
really makes the difference in getting successful outcomes for a
negotiation and how to apply their lessons on the spot. In
business, this equates to winning repeat business and making more
profit. In our personal lives, it means family harmony and better
communities. If you are booking a wedding caterer or finding a
builder for that long hoped-for renovation, it means seeing eye to
eye and helping everyone get what they need on terms acceptable to
them. And in hostage situations, it means saving lives. These
techniques work at the highest level, and they will work for any
situation the reader might face.
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