The Haggler's Handbook

One Hour to Negotiation Power

Leonard Koren, Peter Goodman

Publisher: Norton, 1991, 130 pages

ISBN: 0-393-30920-7

Keywords: Sales

Last modified: April 6, 2012, 11:28 p.m.

Synopsis

The Haggler's Handbook is the indispensible tool for the nineties, when everything has become negotiable and the art of haggling has become the latest trend. It teaches you the real art of the deal in only one hour, with more than 100 proven negotiating tips, tactics and strategies that work equally well in a rug bazaar, a car showroom, a lawyer's office, or a corporate boardroom.

The book is designed for fast reference and maximum utility, with tactics keyed by graphics that indicate friendly, neutral, and hardball. It moves from overall negotiating psychology to maneuvers suited for short, protracted, stalled, and professional negotiations, to countering an opponent's dirty tricks.

The Haggler's Handbook is a book that, once used, will make you wonder how you ever got along without it.

Table of Contents

  • Chapter 1: Preparation
    1. Read and Remember
    2. Look at Yourself
    3. Knowledge Is Power
    4. Remember It's Just a Game
    5. Hold Your Horses
    6. Push, Push, Push
    7. Take a Chance
    8. It's Okay to Ask
    9. Think "I'm on Stage"
    10. Do More Research
    11. Create Intimacy
    12. Watch Your Back
    13. Think Big
    14. Be Believable
    15. Prioritize Needs and Desires
    16. Know Your Bottom Line
    17. Hide Your Bottom Line
    18. Change with the Changes
    19. Use Your People Resources
    20. Rehearse Possible Scenarios
  • Chapter 2: Basic Psychology
    1. Provoke a Negotiation
    2. Be Likable
    3. Build Trust
    4. Put Emotions on the Table
    5. Note Cultural Differences
    6. Feed Your Opponent's Ego
    7. Hang Tough
    8. Listen Politely
    9. Keep Your Cool
    10. Shift Perspectives
    11. Be Direct
    12. Open Your Eyes and Ears
    13. Act Dumb
    14. Be a Good Audience
    15. Speak Their Language
    16. Just Say Yes
    17. Plant New Concepts Early
    18. Gently Lead Your Opponent
    19. Gracefully Turn the Tables
    20. Deflate Their High Hopes
    21. Hold Your Tongue
    22. Involve Your Opponent
    23. Be Discreet
    24. Don't Take It All
    25. Don't Destroy His Ego
    26. Boost His Self-Esteem
  • Chapter 3: Short Negotiations
    1. Dare to Be a Jerk
    2. Get to the Point Quickly
    3. Question Authority
    4. Think "Discount"
    5. Glamorize Your Goods
    6. Flaunt Your Options
    7. Enhance the Deal
    8. Act Knowledgeable
    9. Make Them Say Yes or No
    10. Take One More Bite
    11. Use First, Pay Later
    12. Drag It Out
    13. Don't Take Phone Calls
    14. Depersonalize Communication
    15. Have a Ready Reply
    16. Put It in Writing
  • Chapter 4: Longer Negotiations
    1. Vary Your Approaches
    2. Formulate a Shared "Win"
    3. Act Nice, Think Tough
    4. Stress Objective Criteria
    5. Use the Grapevine
    6. Create a "Higher Authority"
    7. Convert His Associates
    8. Hang Back
    9. Show Your Warts
    10. Use Time Pressure
    11. Watch for Impatience
    12. Make Sure the Time Is Right
    13. Avoid Subordinates
    14. Negotiate Micro-Deals
    15. Leverage Their Interest
    16. Give In Rationally
    17. If You Give, Also Get
    18. Give Small, Make It Seem Big
    19. Moderate Your Demands
    20. Summarize the Agreement
  • Chapter 5: More Formal Negotiations: Contracts, Consultants, and Bureaucracies
    1. Mark up the Document
    2. Put It in Writing Somewhere
    3. See through Their Posturing
    4. Get Value for Your Money
    5. Hire an Expert Haggler
    6. Watch for Conflict of Interest
    7. Help Out Your "Partner"
    8. Speak Up Loudly
    9. Find the Person
    10. Go to the Top
    11. Encourage Loose Lips
    12. Humanize the Communication
    13. Set Deadlines and Keep Records
    14. "Policy" Can Always Be Changed
    15. Pinpoint Your Threats
    16. Create Empathy
  • Chapter 6: What to Do at an Impasse
    1. Think Positive
    2. Agree on Easier Items First
    3. Emphasize Shared Goals
    4. Reduce Complexity
    5. Think Things through Together
    6. Use Creative Problem-Solving
    7. Build Agreements by Increments
    8. Take a Break
    9. Divide and Conquer
    10. Get the Other Side's Attention
    11. Don't Make Idle Threats
    12. Try the Artful Freakout
    13. Let Blind Chance Decide
    14. Invoke God and Humanity
    15. Let a Third Party Decide
    16. Ask for Sympathy
  • Chapter 7: Dirty Tactics and Strategies
    1. Be Cautious
    2. Expose Their Tricks
    3. Always Keep Your Mind Clear
    4. Don't Neglect Your Interests
    5. Avoid Unwarranted Delays
    6. Worry When You're Told Not To
    7. Suspect Glaring Greed
    8. Refuse Renegotiation
    9. Sidestep the Onslaught
    10. Too Good to Be True #1
    11. Too Good to Be True #2
    12. Don't Be the Patsy
    13. Don't Tolerate Abuse
    14. Use Your Head, Guard Your Heart
    15. Avoid the No-Choice Choice
    16. Specify Agreement Safeguards

Reviews

The Haggler's Handbook

Reviewed by Roland Buresund

Excrement * (1 out of 10)

Last modified: April 5, 2012, 8:30 p.m.

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