Practical Negotiating (PDF)

Praise for Practical Negotiating: Tools, Tactics &Techniques

"Practical Negotiating is an innovative, resourceful,and-as its name implies-practical guide to the art and science ofnegotiating. Unlike many books on negotiating, which are filledwith theories and anecdotes, this one is rich with examples,tactics, and tips, which makes it the indispensable book when youare going into any negotiation."
--Terry R. Bacon, President, Lore International Institute andauthor of What People Want: A Manager's Guide to BuildingRelationships That Work

"There is something in this book for the most experiencednegotiator and the novice. Gosselin's no-nonsense prescriptions andrecommendations will hit home and give you new ideas for the mostdifficult of negotiating situations. Anyone in the business worldwill want this great bible of?effective negotiating right neartheir desk and phone!"
--Dr. Beverly Kaye, CEO and founder, Career SystemsInternational and coauthor of Love' Em or Lose'Em: Getting GoodPeople to Stay

"Gosselin has written a thoughtful, engaging, and practicalguide on a topic of increasing importance to leaders andorganizations. There is something here for anyone who wants tolearn how to deal more effectively with the inevitable conflictsthat occur in working with clients, customers, andcolleagues."
--Peter Cairo, PhD, Partner, Mercer Delta Consulting andcoauthor of Why CEOs Fail: The 17 Behaviors That Can Derail YourClimb to the Top and How to Manage Them

"Forget the image of negotiation being a battlefield.?Gosselinguides you in the development of a road map so both sides becomewinners and leave the table victorious. His writing is just likehis training-clear, concise, and practical. You can apply theprocess immediately. A handbook for life, it's practical,thoughtful, and insightful."
--Steven Myers, Manager, Lighting Education and SalesTraining, Philips Lighting Company

"Skip the workshops and buy Practical Negotiating. Afterfield-testing the content through decades of experience, Gosselinhas packed this useful book with processes that work and greatquestions and worksheets that force the material to become real andpersonal. Practical Negotiating will change your thinkingabout negotiating, and more importantly, will change your behavior.Highly recommended."
--Steve Hopkins, Publisher, Executive Times

"Gosselin is a most articulate and engaging businessman, andthis, coupled with a keen intellect and sharp observation ofbehavior (and a great sense of humor!) make this a must-read. Hisdeep understanding of effective models of negotiation and theirpractical application make him one of the leaders in thisfield."
--Keith G. Slater, former director of InternationalDevelopment, Ingersoll Rand

"This book is aptly titled as it provides the practical 'how to'for planning and executing effective negotiations. It's rich withexamples, exercises, and reusable tools."
--Dr. Rita Smith, Dean, Ingersoll Rand University