The One Minute Negotiator
The One Minute Negotiator
Simple Steps to Reach Better Agreements
Berrett-Koehler Publishers, Hardcover, 9781605095868, 140pp.
Publication Date: August 30, 2010
The One Minute Negotiator uses an engaging business parable to tell the story of a high-level sales professional who learns the value of understanding and executing a simple yet profound approach to negotiations – an approach that can be applied to getting the best loaner car while your cars in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, or settling on the price for your new home.There are two primary schools of thought when it comes to negotiation skills. One essentially comes from the Harvard Business School camp, and it’s perhaps best described as “Thou Shalt Collaborate.” This approach teaches that negotiating parties should always work together toward common interests. The other school of thought, mostly pushed by author/consultant Roger Dawson, takes an opposite approach. Call it “Thou Shalt Compete,” this approach is always overtly or subtly adversarial. The One Minute Negotiator differs in that it doesn’t single-mindedly push one strategy over the other—in the real world every negotiation differs depending on the participants and the circumstances. The authors provide an easy-to-use tool that allows you to understand your own negotiation strategy and quickly match it to the negotiation strategy used by the other side and to the situation. Too many people lose out in negotiations because of apprehension and misunderstanding about the process—what the authors call “negotiaphobia”. By providing a simple, straightforward process anyone can use The One Minute Negotiator to help conquer their fears and achieve the most beneficial outcome in all their dealings.
Don Hutson is the CEO of U.S. Learning, a training firm that delivers innovative, high-impact solutions to improve learning in organizations. An active speaker, Hutson was on the founding board of the National Speakers Association and served as its third president. He is the author of several books and lives in Memphis, Tennessee.
Ethan Willis is the CEO of Prosper Learning, Inc., a winner of Ernst & Young's Entrepreneur of the Year award and a global leader in entrepreneurial coaching, with more than 150,000 students in seventy-six countries. He lives in South Pasadena, California.
The creator of the "Star Wars" Saga and "Indiana Jones" series, George Lucas is also the critically acclaimed director of American Graffiti and THX 1138, as well as the producer of a myriad of independent films. In 1971, Lucas formed his own film company, Lucasfilm Ltd., in San Rafael, Calif. In 1973, he co-wrote and directed Graffiti, which won the Golden Globe and garnered five Academy Award(R) nominations. Four years later, his Star Wars broke all box-office records and set new standards for sophistication in film visuals and sound. Lucas continued the Star Wars saga as storywriter and executive producer with The Empire Strikes Back in 1980 and Return of the Jedi in 1983. He returned to directing in 1999 with Star Wars Episode I The Phantom Menace, which was the first major live-action film to be projected digitally. Three years later, Episode II Attack of the Clones broke new ground as the first major movie shot using entirely digital media. In 2005, Star Wars Episode III Revenge of the Sith concluded the live-action Skywalker arc, but Lucas continues to explore the "galaxy far, far away" and his impact on the film industry continues to grow.In the late 1980s, Lucas donated the "Star Wars "story rights toKUSC-FM, the National Public Radio af liate station at his alma mater, the University of Southern California. The result was the Star Wars Original Radio Drama and subsequent "Empire Strikes Back "and "Return of the Jedi" radio dramas
Ken Blanchard is the Chief Spiritual Officer of the Ken Blanchard Companies. He is the coauthor of "The One Minute Manager", "Raving Fans" and many other international bestsellers. His books have combined sales of more than eighteen million copies in more than twenty-seven languages.