99 Negotiating Strategies: Tips, Tactics & Techniques Used by Wall Street's Toughest Dealmakers

by David Rosen

This is the most complete catalogue of cutting-edge negotiating tactics ever published.This blockbuster work is written as a playbook, a field guide, so lawyers, sales professionals and other deal-makers will actively use it as negotiations proceed. Use the tactics individually or in combinations. Swap them in and out as negotiations proceed for maximum effectiveness, to keep your adversary off balance, to calm them, or to close the deal. Negotiations are fluid and the mood can change. Sticking to a single approach can lead to deal failure. Rosen says a superior negotiator always adjusts as a deal progresses, just as a winning coach makes in-game adjustments.There is no filler here. There are no war stories. This is not a biography of David Rosen's career. It is exactly what the title says - an easy-to-use directory of powerful negotiating tactics.Each technique is succinctly explained, many with useful examples. The descriptions range in length from a single paragraph to a few pages. While there are many very sophisticated principles at work in Rosen's catalogue of techniques, each is simply explained. This is not an academic work. It is a tool, a device, just like a notepad, a pen or a calculator, for dealmaking pros to reference constantly.Rosen gets high marks for his opening discussion of ethics. The tactics he compiled here are extremely powerful, and readers should use caution in deciding how to apply them. Some incorporate powerful psychological principles and are proven to work based on decades of heavy academic research. To quote Rosen from the book's Authors Note, "Some negotiators may find ideas in this book too aggressive, but that is a matter of perspective. It is not a matter of right versus wrong, or ethical versus unethical. One may be a principled and hardcore competitive negotiator or an unprincipled, unethical collaborative negotiator. So a given negotiator’s description of a tactic as too “aggressive” is really nothing more than his or her marking of the spot on the style continuum beyond which he or she no longer feels comfortable. Another negotiator might feel discomfort far short of that first negotiator’s comfort spectrum. Others still may feel no discomfort even at the extremes."Who will benefit from this collection of advanced strategies? Lawyers, negotiators, sales organizations and sales professionals, business owners, mediators, and anyone involved in negotiating, dealmaking, selling, cold-calling, following up and closing deals.What will you learn? A small sample of the dozens of motivating others to buy, sell or reach other agreement; overcoming objections; creating or deflating a sense of urgency; helping opposing negotiators sell your deal to their own clients; overwhelming the opposition; and strategic uses of silence and indecision.But Rosen takes you far beyond that, and far beyond the other, generic books on the market. He introduces you to deeply-researched psychological principles, such as Prospect Theory, Coase Theorem, Asch Conformity principles and concepts like reciprocity, scarcity and consistency. Each is simply explained in a way that teaches you how to use them to achieve superior outcomes. Other books on negotiating don't even address these critical topics. Rosen explains them and shows you how they work.Buy this guide, study it, and keep it with you. There are so many potent and compelling techniques that you'll never remember them all. One thing's for sure, however. Once you become familiar with Rosen's easy-to-understand strategies, you'll never negotiate without this book again.

Genres: Business, Self Help

150 pages, Kindle Edition

Published October 4, 2016

Reviews

[Enrico · Rating 2 out of 5]

Occasionally funny little book, mostly about aggressive, zero-sum negotiating tactics.
It's no coincidence, I would guess, that the author refers to the counterpart as «the target», as an hitman would do.
If you're going to have a continuing, tight personal working relationship with the people you're negotiating, as it's often the case, be aware these tactics will actually turn harmful.

[Christian Louis · Rating 1 out of 5]

A lazy book

I should have known better. I'm wary of books that have a large number counting its tips in its title because they need filler to reach that certain number. But this book is even disingenuous by that category of book's low standard.

E.g. most of the chapter are plainly empty. there is seriously a "use internet" as a negotiating strategy. And written is in half a page something like " its a vast resource of information so use it wisely." Great insight captain!

Some are just flipped "strategies" to count them double.
1. Do xxx 2. Don't let opponent do xxx

And the rest is so shallow or anecdotal that it is impossible to verify its efficacy or implement in real situation.

No research no study nothing. The author is a bluff. ( which might make a great negotiator but a terrible book writer.

[Michael McGiboney · Rating 4 out of 5]

This book includes a very wide range of negotiating strategies/tactics. Many of them are fully described, but most contain information for you to determine if this is the best tactic in your current negotiation . There are many more books with considerably more detail on these strategies, but this is a great basic resource for someone new to a job requiring negotiation, or for the average consumer looking to buy a house or car, etc.

[Nahid · Rating 3 out of 5]

First of all, this book should not be your first negotiation book. It has some excellent tips that can be easily applied in any situation. But most of the tips and tactics goes to extreme which will eventually have negative consequences in any negotiation set up. I strongly recommend "Negotiation Genius" by Deepak Malhotra - very underrated but best in the topic.

[Darya · Rating 4 out of 5]

Nice book on negotiation classics. It does give you some tricks and provides interesting suggestions on how to behave in certain situations of negotiations. The main focus of the books is on in person negotiations however there are some chapters devoted to other means (video call, email, etc).

[Khalid · Rating 3 out of 5]

As someone who worked in the capacity of sales as part of my duties, I found most of the tactics basic. The book is generally high level and does not teach you more or confirms what you already know.

[Luis Arturo Sáenz Heredia · Rating 5 out of 5]

Super book.

[bayode omosaiye · Rating 4 out of 5]

simple practical steps

Easy to read and reference. Finished it on a 2 hour flight. Would recommend to friends, family and co workers

[Khalid · Rating 3 out of 5]

As someone who worked in the capacity of sales as part of my duties, I found most of the tactics basic. The book is generally high level and does not teach you more or confirms what you already know.

[Kostiantyn · Rating 5 out of 5]

Good news is that you can precisely measure the value of this book.
30% of suggested technics are vital for any dealmaker, 40% - might be useful, the other 30% is total bullshit.