Power Plays: How to Negotiate, Persuade, and Finesse Your Way to Success in Any Situation - Hardcover

Mayer, Robert D.

Hardcover

ISBN 10: 0812926358 ISBN 13: 9780812926354

Publisher: Crown, 1995

Synopsis

Deal maker extraordinaire Bob Mayer provides tips and tactics drawn from a unique blend of sources, including recent advances in psychology, linguistics, and communications, his 30 years of "been there, done that" negotiating experiences, and tricks drawn from interviews with over 200 of the world's deal-making masters. Includes the unique "Deal-Maker's Playbook."

About this title

From the Author:

SO YOU WANT TO TILT THE PLAYING FIELD
Some will say Power Plays is a primer on how to be manipulative.
More importantly, it is a book about how not to be manipulated.
The fancy footwork and magic moves to outgun, outmaneuver, and outnegotiate the other fellow are all here. So are techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction. Part I is Soft Touch: Finessing, Influencing, and Persuading Others. It is about getting things to go your way more easily more often. This part is not about being a "softie." It is about how to read people. How to influence their decisions. And how to deal with their resistance while winning their cooperation and support. It is about finesse, the art of the velvet glove. Part II is Trouble Shooting: Settling For More, is about what works - and what doesn't - when you're up against a stone wall ... or when your ideas are being rejected ... or when you're confronted with hostility and anger. It will teach you how to be an uncompromising compromiser. How to finesse people who would rather be right than reasonable. How to stand up to people you can't stand. Part III is Hard Bargain: Winning When the Score Is Kept In Dollars, explores the art and psychology of the rough and tumble - terms, price, conditions. Here is the iron fist for those times when you need to become a "take no prisoners" opportunist.

Part IV is The Deal-Maker's Playbook: Low-Impact, High-Yield Tips, Tricks, and Tactics. It's not enough to know how to negotiate; you must also know what to negotiate. So here it is. Real world deal-making without chiseling, offending, or embarrassing anyone - including yourself. You'll find step-by-step "how to's" and "what to's" for 36 common negotiating situations - everything from buying a car to leasing an apartment. From finessing an increase in salary to influencing the outcome of a contested divorce. From going toe-to-toe with the I.R.S. - or an insurance claims adjuster, or someone who owes you money - to how to ace a job interview, buy a franchise, or negotiate your way out of debt. If I left out a common situation I'd sure like you to let me know. Power Plays draws from different sources: * Recent advances in the fields of psychology, linguistics, trial advocacy, sales, and management communications. They represent the cutting edge of the art of performance.
* Over thirty years of personal hands-on negotiating as a transactional lawyer representing thousands of clients, big and small, famous and infamous.

* The tricks of far-away masters. During my travels, I have interviewed over 200 of the world's masters - the legendary street and bazaar merchants of Bombay, Istanbul, Cairo and Shanghai. The tricks I learned from these sidewalk psychologists are in chapters whose titles tell it all: "Bombs-Away Bargaining and White-Knuckle Horse Trading" ... "Mind Tricks: The Squish Factor" ... "Sliders and Curves: Hold-On-to-the-Roll-Bar-Negotiating." The ways of these masters can be put into play almost anytime and anywhere. Maybe that's why Power Plays is published in several languages including (are you ready for this) ... Chinese. And here's a promise that I am thrilled to make: Even though Power Plays draws from a unique blend of sources, you'll find no boring diagrams ... no boring graphs ... no boring academic psychobabble. It's a page-turning, easy read. The choice is yours. It's all there - everything you need to know to be an impresario of influence or just one hell of a better negotiator. If you've already read Power Plays, I would enjoy hearing from you. Your comments and suggestions are most welcome. So too, if you are interested in me presenting a workshop or talk for your group or business let me know. I am home-based in Los Angeles. My e-mail address is mayerathon@earthlink.net.

Review:

"... Strategies that will connect you more persuasively and effectively with customers, employees, even competitors." -- Success Magazine

"At the top of my list this month ... what really sets the book apart is the second half called The Deal Maker's Playbook. This section lays out the broad outlines of many common and specific negotiating situations." -- Bookpage

"Bob Mayer is a lawyer's lawyer, and Power Plays is an important and most helpful book for everybody." -- Larry King, host, Larry King Live

"Bob Mayer is the Leader of the CAN-DO Club." -- Entertainment Today

"Expert tips for effective negotiating." -- Chicago Tribune

"Mayer offers expert tips on turning other people's emotions to your advantage, recognizing that more deals are closed because they 'feel right' rather than on strictly logical grounds. The 'Deal-Makers Playbook' presents ... the most common negotiating situations ... and gives a winning game plan for each." -- Microsoft on-line services book of the week

"Mayer's non-threatening approach in many ways builds on the principles laid out long ago in Dale Carnegie's How to Win Friends and Influence People.... So what is the art of the deal? ... It's martial. It's mental judo, where you use the other guy's energy to win. It's mind-set. It's charisma. That's the message of Power Plays...." -- New York Times

"The book is filed with helpful hints on the art of negotiating ... offers hypothetical, everyday negotiating circumstances and guides you through each one." -- Today's Investor magazine

"We like the straight forward, no-nonsense style. Thanks for a valuable reference tool!" -- Small Business Opportunities magazine

About this edition

• Publisher: Crown
• Publication date: 1995
• ISBN 10: 0812926358
• ISBN 13: 9780812926354
• Binding: Hardcover
• Edition number: 1
• Number of pages: 320