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The Haggler's Handbook

One Hour to Negotiation Power

Publisher: Norton, 1991 , 130 pages

ISBN: 0-393-30920-7

Keywords: Sales

Synopsis:

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The Haggler's Handbook is the indispensible tool for the nineties, when everything has become negotiable and the art of haggling has become the latest trend. It teaches you the real art of the deal in only one hour, with more than 100 proven negotiating tips, tactics and strategies that work equally well in a rug bazaar, a car showroom, a lawyer's office, or a corporate boardroom.

The book is designed for fast reference and maximum utility, with tactics keyed by graphics that indicate friendly, neutral, and hardball. It moves from overall negotiating psychology to maneuvers suited for short, protracted, stalled, and professional negotiations, to countering an opponent's dirty tricks.

The Haggler's Handbook is a book that, once used, will make you wonder how you ever got along without it.

Read and Remember
Look at Yourself
Knowledge Is Power
Remember It's Just a Game
Hold Your Horses
Push, Push, Push
Take a Chance
It's Okay to Ask
Think "I'm on Stage"
Do More Research
Create Intimacy
Watch Your Back
Think Big
Be Believable
Prioritize Needs and Desires
Know Your Bottom Line
Hide Your Bottom Line
Change with the Changes
Use Your People Resources
Rehearse Possible Scenarios

Chapter 2: Basic Psychology

Provoke a Negotiation
Be Likable
Build Trust
Put Emotions on the Table
Note Cultural Differences
Feed Your Opponent's Ego
Hang Tough
Listen Politely
Keep Your Cool
Shift Perspectives
Be Direct
Open Your Eyes and Ears
Act Dumb
Be a Good Audience
Speak Their Language
Just Say Yes
Plant New Concepts Early
Gently Lead Your Opponent
Gracefully Turn the Tables
Deflate Their High Hopes
Hold Your Tongue
Involve Your Opponent
Be Discreet
Don't Take It All
Don't Destroy His Ego
Boost His Self-Esteem

Chapter 3: Short Negotiations

Dare to Be a Jerk
Get to the Point Quickly
Question Authority
Think "Discount"
Glamorize Your Goods
Flaunt Your Options
Enhance the Deal
Act Knowledgeable
Make Them Say Yes or No
Take One More Bite
Use First, Pay Later
Drag It Out
Don't Take Phone Calls
Depersonalize Communication
Have a Ready Reply
Put It in Writing

Chapter 4: Longer Negotiations

Vary Your Approaches
Formulate a Shared "Win"
Act Nice, Think Tough
Stress Objective Criteria
Use the Grapevine
Create a "Higher Authority"
Convert His Associates
Hang Back
Show Your Warts
Use Time Pressure
Watch for Impatience
Make Sure the Time Is Right
Avoid Subordinates
Negotiate Micro-Deals
Leverage Their Interest
Give In Rationally
If You Give, Also Get
Give Small, Make It Seem Big
Moderate Your Demands
Summarize the Agreement

Chapter 5: More Formal Negotiations: Contracts, Consultants, and Bureaucracies

Mark up the Document
Put It in Writing Somewhere
See through Their Posturing
Get Value for Your Money
Hire an Expert Haggler
Watch for Conflict of Interest
Help Out Your "Partner"
Speak Up Loudly
Find the Person
Go to the Top
Encourage Loose Lips
Humanize the Communication
Set Deadlines and Keep Records
"Policy" Can Always Be Changed
Pinpoint Your Threats
Create Empathy

Chapter 6: What to Do at an Impasse

Think Positive
Agree on Easier Items First
Emphasize Shared Goals
Reduce Complexity
Think Things through Together
Use Creative Problem-Solving
Build Agreements by Increments
Take a Break
Divide and Conquer
Get the Other Side's Attention
Don't Make Idle Threats
Try the Artful Freakout
Let Blind Chance Decide
Invoke God and Humanity
Let a Third Party Decide
Ask for Sympathy

Chapter 7: Dirty Tactics and Strategies

Be Cautious
Expose Their Tricks
Always Keep Your Mind Clear
Don't Neglect Your Interests
Avoid Unwarranted Delays
Worry When You're Told Not To
Suspect Glaring Greed
Refuse Renegotiation
Sidestep the Onslaught
Too Good to Be True #1
Too Good to Be True #2
Don't Be the Patsy
Don't Tolerate Abuse
Use Your Head, Guard Your Heart
Avoid the No-Choice Choice
Specify Agreement Safeguards

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