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Gain the Edge!: Negotiating to Get What You Want
"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge ! is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns
There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge.
Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result.
Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively.
The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table.
Gain the Edge! will arm you
* Practical strategies to get the information you need before you sit down at the table
* Tactics to maximize your leverage when seemingly powerless
* Secrets to success in emotionally charged negotiations
* A step-by-step system to design the most effective offer-concession strategy
* Ways to deal with different personality types, ethics, and negotiation "games"
* Specific advice on how to negotiate for your next salary, car, or house
* Negotiating tips for other business and personal matters
Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically.
Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns
There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge.
Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result.
Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively.
The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table.
Gain the Edge! will arm you
* Practical strategies to get the information you need before you sit down at the table
* Tactics to maximize your leverage when seemingly powerless
* Secrets to success in emotionally charged negotiations
* A step-by-step system to design the most effective offer-concession strategy
* Ways to deal with different personality types, ethics, and negotiation "games"
* Specific advice on how to negotiate for your next salary, car, or house
* Negotiating tips for other business and personal matters
Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically.
Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.
- GenresBusiness
384 pages, Paperback
First published April 27, 2004
29 people are currently reading
75 people want to read
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Displaying 1 - 4 of 4 reviews
March 15, 2012
My husband received this book at a CLE course taught by Latz. What he shared with me about the course piqued my interest enough to read "GTE." Easy yet informative read. This cannot usually be said about books written by someone teaching Continuing Legal Education courses. I'm not of the same political persuasion as Latz but that did not diminish his credentials in my mind. Practical advice that can be widely applied.
March 9, 2021
I attended Latz’s class for lawyers (CLE) in 2013/2014. It was decent enough. Nothing new or groundbreaking in his work. I read it back then as a doe eyed attorney and thought this was good. Now, I took it down a star because the writing is a bit aggressive as though everything - even his positions - are a win-lose situation. “If you follow him you win. If not, you lose and nobody wants to be the loser.”
It’s got some good points but they are all long-held points from Ury and Fisher’s “Getting to Yes!”. Honestly, both are good but I prefer Ury and Fisher. They are easier to understand and get through. The read is lighter but still informative and they have less steps and rules for their method.
It’s got some good points but they are all long-held points from Ury and Fisher’s “Getting to Yes!”. Honestly, both are good but I prefer Ury and Fisher. They are easier to understand and get through. The read is lighter but still informative and they have less steps and rules for their method.
August 7, 2007
had to read it for work. read 'getting to yes' instead. he quotes john gray. 'nough said.
February 21, 2009
This is a very comprehensive negotiation book. It expands on the concepts from Getting to Yes and Bargaining for Advantage.
Displaying 1 - 4 of 4 reviews