Today’s super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources, including:
• Recent advances in psychology, linguistics, trial advocacy, sales, and management communications—the cutting edge of the art of performance.
• Tips, tricks, and techniques from two hundred of the world’s masters—the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.
• Mayer’s own “been there, done that” years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world’s best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft.
You’ll learn what works—and what doesn’t—when you’re up against a stone wall … or your ideas are being rejected … or you’re confronted with hostility and anger. Included is the highly acclaimed Deal Maker’s Playbook, a collection of step-by-step “how-tos” and “what-tos” for thirty-eight common negotiating situations, such as buying a car, leasing an apartment, dealing with the IRS, interviewing for a job, buying a franchise, and getting out of debt. It’s all here—the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction.
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