Description
From corporate executives to college students, now anyone can navigate the often-treacherous terrain of negotiation with this useful guide. Marketing expert Donald W. Hendon humorously delivers the instructions necessary to persuade others and achieve desired results in personal and professional situations. Over the course of nineteen insightful chapters, he reveals the most effective methods for overcoming every day dilemmas. These techniques will empower individuals to haggle with car dealers, request a raise, or dive into the dating pool.
Following a foreword from Tony Alessandra, the well-known author of Non-Manipulative Selling, Hendon divides the book into six categories of tactics, for a sum of 365. They include tools to improve overall mental attitude, become more assertive while remaining cooperative, and identify aggressive behavior or dirty tricks. With a tactic for each day of the year, readers will constantly discover refreshing ways to cope with the common obstacles faced throughout life.
The author incorporates tips for turning an opponent into an ally, overcoming bullies, and turning losses into gains. Helpful exercises allow the reader to apply the information, and a complete list of tactics is conveniently located in the back of book for quick reference. At the end of each chapter, a summary of the essentials is included in an easy-to-read synopsis. Hendon's light-hearted tone adds to the enjoyment of reading this insightful guide to negotiation.
ABOUT THE AUTHOR
Marketing expert Donald W. Hendon has taught the art of negotiation to professionals in a plethora of career fields since the 1970s. In addition, he has held marketing seminars in more than thirty-five countries, garnering enthusiastic crowds at each stop. Coca-Cola, Colgate-Palmolive, and Johnson & Johnson are just a few of his clients. Hendon earned his M.B.A. in marketing from the University of California, Berkeley and his Ph.D. in business from the University of Texas at Austin. He is a member of the American Marketing Association and president of Business Consultants International in Mesquite, Nevada, where he lives.
