A no-nonsense guide to closing the deal?that makes sense to everyone.
Jim Hennig?s winning negotiating philosophy is based on finding and meeting the real needs of the other party through the use of questions, effective listening, honesty, integrity, sincere caring, and building partnerships. His approach is predicated on the idea that when people like you, they want to work with you, are likely to concede more often, become more sensitive to your needs, and are more inclined to meet them.
Through dozens of proven strategies, tips, power words, phrases, and real-life dialogues, How to Say It®: Negotiating to Win will help readers bring every negotiation to a happy close and meet their bottom line?while cultivating repeat clients who?ll enjoy doing business with them.
Jim Hennig, Ph.D., is a negotiating expert and frequent speaker and consultant to many Fortune 500 companies. He was elected President of the National Speakers Association for 1995-96 in addition to holding the two highest speaking designations awarded by the Association.
This is the best book on effective negotiating you will ever read! It is fast- moving, practical and loaded with simple strategies you can use to get the best deal every time.
Brian Tracy, author of The Way to Wealth
After more than forty years as a salesman, employer, author and speaker, I thought I knew almost everything there was to know about negotiating. Jim Hennig proves that you can teach an old dog new tricks!
Harvey Mackay, New York Times #1 bestselling author of Swim with the Sharks
"This master negotiator shares his best practices and proven techniques that will change the way you do business. Learn how to perfect the art of negotiation through his insightful wisdom. A must-read for the serious business professional!"
Nido Qubein, President, High Point University and Chairman, Great Harvest Bread Company
"For neophytes and experts alike, this masterful little book will immediately increase your negotiating effectiveness and dramatically improve your bottom line."
Daniel Burrus, author of Technotrends
"Jim Hennig has laid out a flight plan that avoids turbulence in negotiation, which we all encounter daily. Planning your strategy in advance is key to maintaining relationships and successful outcomes. Everyone can learn from what Jim shares from his vast experience. Put this on your must read list."
Howard Putnam, Former CEO of Southwest Airlines, author of The Winds of Turbulence
Negotiating to Win brings an exciting new set of tools to the table. Jim Hennig communicates like no one else on negotiation.
Rita Davenport, President of Arbonne International
A sure fire way to take your negotiating skills to the next level. Negotiating to Win summarizes Jim Hennigs two decades of training expertise with tens of thousands of people from all walks of life. Its a quick read, but over three hundred powerful real-life examples make it easy to apply. Youll see immediate bottom line results.
Tom Hopkins, author of How to Master the Art of Selling
"Just do it! Read this book, follow its advice and you'll be able to do it in an exemplary way. This highly readable and practical book gives you dozens of real-world examples that have been field- tested and ready to go! And when you practice and use the partnering principles, you're assured of being just that much better in all of your negotiation activities. Dr. Hennig's easy-to-follow tips and techniques will make you a real winner!
Edward E. Scannell, CMP, CSP, former president of the American Society for Training and Development, Meeting Professionals International, and the National Speakers Association, and coauthor of the Games Trainers Play series
The more I travel around the world, speaking to corporations and meeting all kinds of people, the more I realize one common, simple truth: building positive relationships is the key to success. Jims philosophy of building relationships by finding and meeting the real needs of both parties through the use of questions, effective listening, honesty, integrity, sincere caring, and partnerships is so brilliantly taught throughout this book. This is a must-read for anyone wanting to evolve from mediocrity to greatness, in every area of their life!
Les Brown, motivational speaker and bestselling author
Informative! Entertaining! Practical! Jims unique negotiating philosophy, his masterful teaching skills, and hundreds of real-life examples will make an immediate improvement in your negotiating effectiveness.
Bob Danzig, Former CEO, Hearst Newspapers, author, and member of the Speakers Hall of Fame
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