Jim Hennig Ph.D. - How to Say It: Negotiating to Win: Key Words, Phrases, and Strategies to Close the Deal and Build Lasting Relationships

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Table of Contents

This master negotiator shares his best practices and proven techniques that will change the way you do business. Learn how to perfect the art of negotiation through his insightful wisdom. A must-read for the serious business professional!

Nido Qubein, president of High Point University
and chairman of Great Harvest Bread Company

For neophytes and experts alike, this masterful little book will immediately increase your negotiating effectiveness and dramatically improve your bottom line.

Daniel Burrus, author of Technotrends

Jim Hennig has laid out a flight plan that avoids turbulence in negotiation, which we all encounter daily. Planning your strategy in advance is key to maintaining relationships and successful outcomes. Everyone can learn from what Jim shares from his vast experience. Put this on your must-read list.

Howard Putnam, former CEO of Southwest Airlines
and author of The Winds of Turbulence

Negotiating to Win brings an exciting new set of tools to the table. Jim Hennig communicates like no one else on negotiation.

Rita Davenport, president of Arbonne International

A surefire way to take your negotiating skills to the next level. Negotiating to Win summarizes Jim Hennigs two decades of training expertise with tens of thousands of people from all walks of life. Its a quick read, but over three hundred powerful real-life examples make it easy to apply. Youll see immediate bottom line results.

Tom Hopkins, author of How to Master the Art of Selling

Informative! Entertaining! Practical! Jims unique negotiating philosophy, his masterful teaching skills, and hundreds of real-life examples will make an immediate improvement in your negotiating effectiveness.

Bob Danzig, former CEO of Hearst Newspapers, author,
and member of the Speakers Hall of Fame

Just do it! Read this book, follow its advice, and youll be able to do it in an exemplary way. This highly readable and practical book gives you dozens of real-world examples that have been field-tested and ready to go! And when you practice and use the partnering principles, youre assured of being just that much better in all of your negotiation activities. Dr. Hennigs easy-to-follow tips and techniques will make you a real winner!

Edward E. Scannell, CMP, CSP, former president of the American
Society for Training and Development, Meeting Professionals
International, and the National Speakers Association, and
coauthor of the Games Trainers Play series

The more I travel around the world, speaking to corporations and meeting all kinds of people, the more I realize one common, simple truth: building positive relationships is the key to success. Jims philosophy of building relationships by finding and meeting the real needs of both parties through the use of questions, effective listening, honesty, integrity, sincere caring, and partnerships is so brilliantly taught throughout this book. This is a must-read for anyone wanting to evolve from mediocrity to greatness, in every area of their life!

Les Brown, motivational speaker and bestselling author

This is the best book on effective negotiating you will ever read! It is fast-moving, practical, and loaded with simple strategies you can use to get the best deal every time.

Brian Tracy, author of The Way to Wealth

After more than forty years as a salesman, employer, author, and speaker, I thought I knew almost everything there was to know about negotiating. Jim Hennig proves that you can teach an old dog new tricks!

Harvey Mackay, #1 New York Times bestselling
author of Swim with the Sharks

To my dear family,
who taught me as I negotiated with them,
the most important principle of life:
Relationships are what matters most.

To the love of my life, and my best friend, Coreen;

To my ideal parents, Margaret and Fred,
whom I miss dearly;

To my angel sister, Julie, and John, and their
wonderful family;

To my loving, caring children and stepchildren, Dawn,
Troy, Ryan, Tara, Robert, Ashley, Dan, Phil, Rob, and
Kellen.

Acknowledgments

To Coreen, who read and reread, and listened to me patiently for years.

To Mary Gainey, whose unfailing dedication kept the business afloat and the office organized while I wrote.

To my agent, Barry Neville, who started the whole process and whose expertise secured the contract for this work.

To my editor, Maria Gagliano, who spent untold hours in turning my very rough draft into a polished manuscript, despite my stubbornness.

To the doctors and staff at Advanced Cardiac Specialist, who tenderly and skillfully nursed my ailing heart through fifteen angioplasties and two heart attacks.

To the doctors and staff at Mayo Clinic Hospital/ Scottsdale, whose caring skill and unsurpassed expertise replaced my dying heart with a healthy one, which made this book and my life now possible. It is truly great to be alive.

To the special heart donor and his valiant family, to whom I am eternally indebted.

To my hundreds of corporate clients, and tens of thousands of individuals who have cooperated with me in gathering examples, testing principles, proving guidelines, validating concepts, developing strategies and tactics, and, most important, confirming the effectiveness of the techniques taught in my programs and in this book.

Introduction

Negotiating to Win is the class they never taught you in high school or college (but should have). Negotiation is one of the most important skills anyone can learn. It can be your ticket to greater success, happiness, and prosperity.

What is negotiating, anyway? I define it this way: Negotiation is any situation in which two or more parties interact, with at least one party seeking to gain from the interaction. Ask successful people what skill is most important to their success and theyll almost always tell you, Negotiation.

The art ofputting together the dealis the most important skill you can learn.

Whether you are a business executive, parent, teacher, salesperson, entrepreneur, nurse, CPA, lawyer, politician, or whatever... we all negotiate many times each day. It may be:

Buying or selling your home or automobile

Asking for a raise and negotiating benefits at work

Deciding with your spouse where to go on vacation

Negotiating that big deal with your most important client

Persuading your five-year-old to eat her vegetables

Doing anything at all with your teenager

Some of these negotiations will save or make you hundreds and sometimes hundreds of thousands of dollars. Others build or destroy relationships that are priceless. Sometimes the latter outcomes are more important than the former. Regardless, much is at stake.

Nevertheless, I often hear my clients say, I hate to negotiate. I dont want to be adversarial. I dont want to get in someones face. If negotiation means I have to be willing to do that, forget it! I would rather just pay whatever they ask! I read those books many years ago and that was the messageright? Wrong! It might have worked ten years ago, but times have changed. Most people are much more sophisticated now. They have more negotiating knowledge and experience.

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