Guerrilla Negotiating Unconventional Weapons and Tactics to Get What You Want,9780471330219

Guerrilla Negotiating Unconventional Weapons and Tactics to Get What You Want

by ; ;
Edition: 1st
ISBN13: 9780471330219
ISBN10: 0471330213
Format: Paperback
Pub. Date: 1999-04-13
Publisher(s): Wiley
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Summary

"To gain 1,000 ideas all at once and gain all the advantages, read this brilliant, illuminating book." -Mark Victor Hansen, coauthor, Chicken Soup for the Soul. "The Guerrilla Group has done it again. Sit down at the feet of the masters and learn how to negotiate right. And while you're at it, pray that your competition doesn't read this book." -Guy Kawasaki, author, Rules for Revolutionaries, and CEO, garage.com. "The 'Guerrilla' approach to business and life has become a classic. I've learned from the entire series . . . but this one is the best! 'Negotiating' gives you the specifics for gaining a fair advantage. I love it."-Jim Cathcart, author, The Acorn Principle. GUERRILLA SELLING is a registered trademark of The Guerrilla Group, Inc.

Author Biography

<b>JAY CONRAD LEVINSON</b> is the author of the bestselling Guerrilla Marketing Series. <p> <b>MARK S. A. SMITH</b>, an internationally acclaimed speaker and writer on business, has over 300 articles published and is past president of the Colorado Speakers Association. <p> gt;ORVEL RAY WILSON, CSP</b>, is an internationally acclaimed author and speaker on sales, marketing, and management. Coauthor of Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, he is President of The Guerrilla Group, Inc., an international training and consulting firm serving clients large and small.

Table of Contents

Preface xiii
What Do We Mean by ``Guerrilla''? xiii
It's Not Fair xiii
What's a Guerrilla? xiv
Set High Standards xiv
Introduction 1(1)
Want to Level the Playing Field?
1(1)
Ignorance Is Expensive
2(1)
Successful Negotiation Means Preparation
2(1)
Beware of the Outrageous
3(1)
Know the Future in Advance
3(1)
Know the Law
4(1)
Why Negotiate?
5(20)
25 Reasons to Negotiate and Why Some People Don't
5(14)
What You Can Give and Get
19(3)
When You Shouldn't Negotiate
22(3)
Negotiating Styles
25(18)
Everyone Knows the Old Tactics
25(1)
The Negotiation Evolution
25(1)
The Guerrilla's Approach
26(2)
Styles of Negotiating
28(6)
Your Negotiation Success Factors
34(5)
Negotiating with Generation X, Baby Boomers, and Matures
39(3)
Negotiating in Other Cultures
42(1)
Guerrilla Negotiating Weapons
43(28)
Accessories
43(1)
Advertising
43(1)
Appearance
43(1)
Attire
44(1)
Authorship
44(2)
Cash
46(1)
Cell Phone
46(1)
Chat Groups
46(1)
Competing Offer
47(1)
Contracts
47(1)
Convenience
47(1)
Co-op Funds
48(1)
Costume
48(1)
Credit Card
48(1)
Deadlines
48(1)
Details
48(1)
E-mail
49(1)
Emotion
49(1)
Enthusiasm
49(1)
Expectation
49(1)
Fairness
50(1)
Fax Machine
50(1)
Food
51(1)
Furniture
51(1)
Generosity
51(1)
Guarantee
52(1)
Higher Cause
52(1)
Horoscope
52(1)
Hospitality
52(1)
Humor
52(1)
Laptop Computer
52(1)
Lawyers
53(1)
Limousines
53(1)
Magic Wand
53(1)
Music
54(1)
Neutral Territory
54(1)
News
54(1)
News Groups
55(1)
Newspapers
55(1)
Nondisclosure Agreements
55(1)
Original Packaging
55(1)
Pager
55(1)
Pattern Interrupt
56(1)
Pay in Advance
56(1)
Payment Terms
56(1)
Postdated Checks
56(1)
Photos
57(1)
Precedence
57(1)
Professionalism
57(1)
Props
57(1)
Provide an Advocate
57(1)
Public Opinion
58(1)
Publicity
58(1)
Questions
58(1)
Race
58(1)
Rebates
58(1)
References
59(1)
Rehearsal
59(1)
Reputation
59(1)
Rewards
59(1)
Right of Recision
60(1)
Scarcity
60(1)
Service and Maintenance
60(1)
Service History
60(1)
Sex
60(1)
Smoke
60(1)
Software
61(1)
Spare Parts
61(1)
Speakerphone
61(1)
Spies
61(1)
Stand Your Ground
62(1)
Strategic Alliances
62(1)
Success Stories
62(1)
Tape Recorder
62(1)
Testimonials
63(1)
Third-Party Expert
63(1)
Time
63(1)
Tools
63(1)
Training
63(1)
Transportation
64(1)
Unusual Packaging
64(1)
Using Gifts
64(1)
Video
65(1)
Voice Mail
65(3)
Who's Who
68(1)
WWW
68(1)
Your Best Price
69(1)
Your Influence
69(2)
Guerrilla Negotiating Tactics
71(32)
Determine Your Position
71(1)
How to Win in a Disagreeable Situation
72(7)
How to Negotiate ``Nonnegotiable'' Items or Terms
79(2)
Gain an Advantage on Your Own Turf
81(2)
Neutralize the Disadvantage When You're on Their Turf
83(2)
Special Considerations for Negotiation by Telephone
85(3)
Keeping Your Energy High
88(1)
Maximize the Perceived Value
89(1)
No Business During Breaks
90(1)
Hit and Run
90(1)
Don't Wear a Watch
90(1)
Don't Sweat the Small Stuff
90(1)
How to Generate Creativity
91(1)
Your Problem-Solving Team
92(1)
21 Ways to Create Clever Solutions
93(5)
How to Influence Your Prospect
98(1)
Consistency
98(1)
Reciprocation
99(1)
Social Proof
100(1)
Authority
100(1)
Liking
101(1)
Scarcity
102(1)
Guerrilla Negotiating Power Words
103(30)
Beware of How You Use These Linguistic Techniques
103(1)
Generalities: What's True for Most People
104(1)
Build Their Value
105(1)
Selective Perception and Selective Recall
106(1)
Qualifiers
107(1)
Amplifiers
108(1)
Softeners
108(2)
Minimizers
110(1)
Awareness Directors
110(2)
Authority Builders
112(2)
Trance Words and Phrases
114(3)
Imagination Triggers
117(1)
Options Generators
118(2)
Embedded Commands
120(2)
Temporal Controllers
122(2)
Trigger Phrases
124(1)
Emotive Directors
124(1)
Responsibility Redirectors
125(1)
Claiming to Know
126(2)
Ingratiators
128(1)
Presuppositions
128(2)
Comparatives
130(1)
Unspecified Attribution
131(1)
And Linkages
131(1)
Credibility Helpers
132(1)
Guerrilla Strategies That Fortify Your Position
133(18)
Who's on Their Team?
133(3)
Avoid Trap Questions
136(2)
Managing Expectations
138(1)
Building Credibility
139(1)
How to Get Insider Information
139(7)
The Element of Surprise
146(1)
Guerrilla Tactics to Counter Dirty Tricks
147(4)
How Guerrillas Win on Price
151(24)
What They Want You to Believe
151(1)
Why Price Is an Issue
152(1)
What They Really Want
152(1)
``But I Can Get It Cheaper.''
153(1)
Why You Don't Want Price Buyers
154(1)
How to Avoid Price-Buyer Dirty Tricks
155(2)
When You Should Discount
157(1)
``Mine's Better and It's Cheaper!''
157(1)
Tactics to Fight Price Negotiations
158(3)
Combating Price Shopping
161(1)
What's Their Budget?
162(3)
22 Reasons Why People Are Willing to Pay More
165(3)
Why Price Buyers Don't Make Good Negotiators
168(1)
Speaking of Price...
168(1)
``Go Ahead, Negotiate with Me on Price!''
169(1)
Why People Are Afraid of Higher Prices
170(1)
Why You'll Never Make It Up in Volume
170(1)
How to Be Comfortable Demanding a Higher Price
170(2)
What if You Lose the Deal Because of Price?
172(1)
How to Get Your Counterpart Off the Discount Schedule
172(3)
Opening Maneuvers
175(16)
Get Ready
175(1)
Start the Exchange
176(11)
100 Ways You Impact Your Counterpart's Opinion of You
187(2)
Just Ask for It!
189(2)
How to Find Out What They Want
191(35)
Why Listening Gives Guerrillas the Competitive Edge
191(3)
The Physiology of Listening
194(2)
Understanding Barriers Created by the Listener
196(5)
Understanding Barriers Created by the Speaker
201(3)
Creating Rapport
204(3)
Convincer Strategies
207(1)
How Your Counterpart Communicates
208(18)
Controlling the Negotiation
226(12)
Questions with Limited Power
226(1)
Power Questions
227(3)
37 Magic Questions
230(4)
How to Answer Their Questions
234(4)
Gaining the High Ground
238(8)
Forms of Proof
238(1)
Factors Affecting Recall
239(4)
10 Ways to Make Your Presentation Irresistible
243(3)
How to Keep the Deal Together
246(3)
Have Them Fill Out the Paperwork
246(1)
Celebratory Lunch or Dinner
246(1)
Send Them a Thank-You Gift
246(1)
Send Their Boss a Congratulatory Letter
247(1)
Send Their Secretary a Congratulatory/ Thank-You Fax
247(1)
Call Two Days Later to Follow Up
247(1)
Be Responsive and Responsible
247(1)
Thank-You Notes
247(1)
Shadowing the Deal
248(1)
Postmortem
248(1)
Appendix 249(3)
World Wide Web Research Resources
249(3)
Bibliography 252(7)
Books
252(5)
Audiotapes
257(1)
Video Training Materials
257(2)
Index 259(10)
About the Authors 269(3)
About the Guerrilla Group Inc 272

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