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99 Negotiating Strategies
- Tips, Tactics & Techniques Used by Wall Street's Toughest Dealmakers
- Narrated by: Eric Morrison
- Length: 2 hrs and 48 mins
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Publisher's summary
This is the most complete catalogue of cutting-edge negotiating tactics ever published.
This blockbuster work is written as a playbook, a field guide, so lawyers, sales professionals, and other dealmakers will actively use it as negotiations proceed. Use the tactics individually or in combinations. Swap them in and out as negotiations proceed for maximum effectiveness, to keep your adversary off-balance, to calm them, or to close the deal. Negotiations are fluid and the mood can change. Sticking to a single approach can lead to deal failure. Rosen says a superior negotiator always adjusts as a deal progresses, just as a winning coach makes in-game adjustments.
There is no filler here. There are no war stories. This is not a biography of David Rosen's career. It is exactly what the title says - an easy-to-use directory of powerful negotiating tactics.
Each technique is succinctly explained, many with useful examples. While there are many very sophisticated principles at work in Rosen's catalogue of techniques, each is simply explained. This is not an academic work. It is a tool, a device, just like a notepad, a pen or a calculator, for dealmaking pros to reference constantly.
Rosen gets high marks for his opening discussion of ethics. The tactics he compiled here are extremely powerful, and readers should use caution in deciding how to apply them. Some incorporate powerful psychological principles and are proven to work based on decades of heavy academic research. To quote Rosen from the book's author's note, "Some negotiators may find ideas in this book too aggressive, but that is a matter of perspective. It is not a matter of right versus wrong, or ethical versus unethical. One may be a principled and hardcore competitive negotiator or an unprincipled, unethical collaborative negotiator. So a given negotiator’s description of a tactic as too 'aggressive' is really nothing more than his or her marking of the spot on the style continuum beyond which he or she no longer feels comfortable. Another negotiator might feel discomfort far short of that first negotiator’s comfort spectrum. Others still may feel no discomfort even at the extremes."
Who will benefit from this collection of advanced strategies? Lawyers, negotiators, sales organizations and sales professionals, business owners, mediators, and anyone involved in negotiating, dealmaking, selling, cold-calling, following up, and closing deals.
What will you learn? A small sample of the dozens of tactics: motivating others to buy, sell or reach other agreements; overcoming objections; creating or deflating a sense of urgency; helping opposing negotiators sell your deal to their own clients; overwhelming the opposition; and strategic uses of silence and indecision.
But Rosen takes you far beyond that, and far beyond the other, generic books on the market.
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We've decided by consensus that consensus is good. In In Defense of Troublemakers, psychologist Charlan Nemeth argues that this principle is completely wrong: left unchallenged, the majority opinion is often biased, unoriginal, or false. It leads planes and markets to crash, causes juries to convict innocent people, and can quite literally make people think blue is green. In the name of comity, we embrace stupidity. We can make better decisions by embracing dissent. Dissent forces us to question the status quo, consider more information, and engage in creative decision-making.
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A Good Review of Group Thinking
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In Friend and Foe, researchers Galinsky and Schweitzer explain why this debate misses the mark. Rather than being hardwired to compete or cooperate, humans have evolved to do both. It is only by learning how to strike the right balance between these two forces that we can improve our long-term relationships and get more of what we want.
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Unexpected
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
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The Secret Handshake
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Drawing on interviews with executives from Fortune 500 companies, Kathleen Kelley Reardon has compiled essential advice on how to break into the inner circle of power at the top of the corporate ladder. Many books cover practical business knowledge, but few address the issue of interpersonal skills. The ever-changing circle of power within a corporation may not necessarily follow the same guidelines it publicly professes. The most talented employee isn't always the one promoted; there is an intangible quality the upper echelon look for.
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This book EXCELLENT!!!
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Maximum Influence: 2nd Edition
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Good book
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Bargaining with the Devil
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One of the country's most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts - when you are facing an adversary you don't trust, who may harm you, or who you may even feel is evil. The head of Harvard's famed Program on Negotiation, Robert Mnookin provides tools for confronting devils of all kinds - in business, politics, and family life.
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Morally questionable
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better stuff for free on YouTube from
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Are you communicating or just talking?
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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recycles a lot of common info
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The 25 Sales Skills
- They Don't Teach at Business School
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Master the skills you can’t learn in a classroom. You can break into today’s cutting-edge sales force - and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer. From the man who’s trained more than a half-million salespeople, these are the secrets you won’t learn in any classroom. Now they’re yours for the taking and will put you on the fast track to career advancement.
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Great Sales book!!!
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Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
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Better listening made easy
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When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
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Good Guidance!
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What listeners say about 99 Negotiating Strategies
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Kindle Customer
- 09-15-20
So good you'll listen to it more than once!
I really like the book. I have already employed some of the 99 strategies. I would highly recommend this book!
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- Amazon Customer
- 01-27-23
It’s Okay
I would give it a B-. Some good material, some minor so good
. B minus
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- Viola
- 11-14-22
Highly recommend
Highly recommend… i am ready to have my first negotiation and this books equipped me.
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- Steven Armsrong
- 11-27-18
Practical and useful
It is a pleasure to learn from a real world experienced practitioner rather then workshop academia theorist.
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1 person found this helpful
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- Will
- 02-24-22
Great listen! Can’t judge the book by its sample.
This is by far one of the best business books I’ve ever read and true have operated in New York and it is the toughest place in the world. Unfortunately the author doesn’t put as much time and effort in his general overview, quite frankly the sample is unimpressive yet the body is EXCELLENT the author can take a couple of those 99 exurbs lay the potential reader with a couple of them and make it very thought-provoking that he fails that to make it thought-provoking from the get-go! CHEERS
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- Kevin Legg
- 01-26-20
Choose someone better on this topic
Makes liberal use of bravado to compensate for a lack of depth.
Shameful ethics celebrated throughout, and justified from time to time with injunctions like “use your own moral compass.”
Certainly contains some clever tactical ideas.
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3 people found this helpful
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- Joe Diablo
- 08-06-19
How to tell if you're getting screwed
STORY - Well, there really isn't any. The author warns you up front that there will be no stories. This is essentially a reference book.
PERFORMANCE - The guy sounds positively creepy. He sounds like Hannibal Lecter reading the menu at Olive Garden. Is this really what the author wanted, or just what he ended up settling for? I really really wish more authors would narrate their own books, pretty pretty please?
OVERALL - The truly useful tips in this book are 1,4,13, 17, 21, 27, 28, 37, 39, 40, 43, 45, 48, 54, 55, 57, 61, 65, 68, 70, 73, 83, 85, 94, 96, 98. The rest are just good to be aware of in case some slick wall street son of a bitch tries to get something over on you. And if I catch you using any of them on me, I'll use #1 on you.
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2 people found this helpful
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- Anonymous User
- 10-25-23
Excellent
Great book - to use 99 negotiating strategies. Very well written. Ready to negotiate. Thank you for the book.
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- Hermanubis
- 04-06-22
3rd time through, It only gets better, hell yeah 💪🙌☀️🍀🫡🦁💯
Not for the weak of mind. If you don’t love sales, steer clear of this title, your feelings will be hurt.This is only for those who take their craft serious, it is not a fun read, instead it feels like tough love. Definitely gonna listen to it twice. Not bad at all.thumbs up :)
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- Gavin
- 07-12-19
It's okay
Too short. Needs to dive into more depth with additional examples. . . . . .
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