Star Builder

Background

Have you ever found yourself in a situation where you are in negotiations, and some how you come out of the meeting and you are not sure what just happened, but you did not get what you wanted. What's more after the meeting you probably were no longer sure what you wanted in anycase.

In this book Simon Hazeldine teaches you a simple framework for negotiations, and ensures that you are prepared. You will realise that price is not the only variable upon which to trade, and how to plan upfront your Like-Intend-Must haves to ensure successful negotiations.

What are Negotiations?

Negotiating is not the same as sales, in sales it is getting to the yes, whereas the negotiating it is establishing the terms of that yes. You might consider negotiations as something that only happens in boardrooms or between the unions and their employers. This could not be further from the truth, we regularly have the opportunity to negotiate yet do not always take it (after all we are British).

Negotiating is also not the same as haggling, haggling tends to be purely focused on one dimension, namely price. In negotiating it is about trading positions in order to achieve an acceptable position for both parties, or choosing to walk away from a trade. This is not your typical Arthur Daley of Minder exchange.

Proper Planning and Preparation

You may not realise it, but invariably the person that has planned the best holds the upper hand in any negotiations. Simon is a strong advocate of proper planning, and lays out a framework for you to determine what you really want from the negotiations.

The amount of planning and preparation you do will be dependant on the importance of the negotiating, for instance you are less likely to spend a considerable amount of time planning for a negotiating with the kids to go to bed. Though you would consider spending an amount of time in planning if you were looking to negotiate a pay rise with your boss. For instance, here you might be happy to accept a lower increase in return for working a day from home each week.

Why Buy This Book?

Firstly, do not be put off by either the title or the cover, you do not need to go in to negotiations with your fists raised. It is is merely part of Simon's brand indicating that he has stripped back the process to the bare bones. This book is therefore quite small and very readable, making it an excellent guide to negotiating.

Simon will teach you how to prepare, taking you through how to decide what is important for you to get out of negotiations, and then how to manage the situation such that there is not an abuse of power - along the way he interjects some amusing examples from his own life.

If you like this book, there is the accompanying Bare Knuckle Selling, which applies the same approach to selling. The two naturally work very well together.