Review date:
07/31/2007
Informed Negotiations Can Make Good Things Happen
(Making Good Things Happen: Negotiating For A Better Life. Richard G. Neal and Eric F. Rhodes, AuthorHouse, Bloomington, IN. 2006. 241 pages, paperback, ISBN: 1-4259-0352-sc)
Most people want to control and improve the quality of their own lives. Authors Richard G. Neal and Eric F. Rhodes believe that lives can be improved by using informed negotiating techniques and tactics, as detailed in their book, Making Good Things Happen: Negotiating for a Better Life.
The most important quality of this book is that it covers every aspect of negotiations. The procedures described are so universal that they can be used in almost any situation where negotiations are required – whether it be in one’s personal life or in business. The book reveals the important techniques of negotiations in a logical sequence. The major topics covered include:
- When to argue, when to fight, when to sue, and when to negotiate.
- The specific steps that should be followed to prepare for negotiations.
- How to control emotions during negotiations.
- How to buy and sell at the best price.
- How to negotiate a better salary.
- The specific tactics for careful listening
- How to avoid the common mistakes in negotiation.
- How to find the hidden sources of power in negotiations.
- How to get the other fellow to cooperate.
- The right questions to ask in negotiations.
- The special importance of timing.
- How to avoid being tricked by the other guy.
The authors are well qualified to write this valuable book. They write, “We believe that almost everyone has the inner resources to improve their quality of life, and that the skills of negotiations are essential for this purpose.” Richard Neal has a background in education, consulting and negotiations. For three decades he served as a national advisor on management and labor relations. He has presented seminars on these topics. He is the author of many other books and articles.
For 25 years, Eric Rhodes served as president of two national companies that specialize in negotiations with public employee unions, employee compensation plans, personnel management and policy development. He has written books and articles related to those topics and provided consultation services on how to get the most for your money.
|