Product Description

Never again pay the sticker price, accept what is given or engage in an unproductive argument—when you could negotiate the outcome you really want.

With The Everyday Negotiator, even beginners can learn to understand the negotiation process and how to use it in everyday, real-life situations.

Practical tactics for work and life

The author presents two practical negotiation models: A quick model you can use in friendly, less involved negotiations and a comprehensive model you can use in complex, detailed negotiations in which the stakes are high.

The book is one of the most empowering you’ll ever read. It walks you through every aspect of the negotiation process, providing proven tactics from beginning to end:

Preparation
Choose a strategy
Initial offer—getting started
Counteroffers—the give and take
Pressure bargaining
Key methods: Achieving progress
Reaching agreement

Each tactic is briefly defined and presented in both a work and life situation. The tactics can be learned quickly and applied immediately. You can read a few tactics in the morning and negotiate the deal you want that afternoon—that’s how easy-to-apply the strategies presented here are.

Includes a self-assessment quiz and exercises to help you recognize and take advantage of every situation in which the ability to negotiate can enrich your life.

Product Details

• Amazon Sales Rank: #445914 in Books
• Published on: 2004-07
• Original language: English
• Number of items: 1
• Binding: Paperback
• 202 pages

About the Author
Michael R. Carrell is Dean of the College of Business at Northern Kentucky University, which is located in the greater Cincinnati area. He received his doctorate from the University of Kentucky, and MBA and B.A. in Economics from the University of Louisville. Most of his professional career has been spent in the Louisville area and has included positions as a personnel director and labor negotiator. These positions enabled him to build a sizable management consulting practice while teaching at the University of Louisville. In addition, he was elected to the City of Louisville Board of Aldermen for five terms, and served as President of the Board and Mayor Pro-tem for three terms.

Dr. Carrell has held academic positions at California State University, Bakers-field; The University of Nebraska-Omaha, Marshall University, Morehead State University, and the University of Louisville. He has authored over 50 scholarly works in some of the leading management and human resource journals including The Academy of Management Journal, The Academy of Management Review, Organizational Behavior and Human Performance, Personnel Journal, The Personnel Administrator, HR Magazine, Labor Law Journal, Business Forum, Personnel, The Journal of Accountancy Training, and Public Personnel Management. Books published by Dr. Carrell are in the fields of collective bargaining and labor relations, organizational behavior, Human Resource Management, and negotiations. During his academic career he has received awards for both outstanding research and teaching.

Customer Reviews

Easy to understand and quickly apply.
The book is great for a beginning negotiator. The first chapter provides a model which explains the negotiation process, then the rest of the chapters include 50 easy to understand, practical tactics. Not a lot of stories about "how I did it", but well-written, "real world" examples. A great reference book.

excellent practical guide to success in the real world
This book provides wonderful insights and guidance on successfully negotiating just about anything with anyone. It is worth the modest cost. I have tried some of the recommendations with considerable success. The authors certainly have real world experience and wisdom. It is loaded very practical and useful material for any business, organization and individual.

Union Negotiations
During a recent labor contract negotiation between an IBEW Union and Utility Company, this book was a tremendous help. Our union came to the table with a new Business Manager, new Assistant Business Manager and most of the bargaining committee being first timers. To prepare ouselves we each read tactices from "The Everyday Negotiator" and discussed our strategy. We met with our constituents in the districts, looked at what other unions were coming away from table with and established our must have, could have and don't need list. This book is an excellent resource for negotiations and we utilized several tactics during our months of meetings with the company. We came away with a contact that was well received by our brothers and sisters. This is a must read book when preparing for negotiations.