Overview

This book helps smaller players to get what they want in their personal lives - whether they are dealing with huge companies, unresponsive governments, or towering individuals. In this dynamic, readable negotiation guide, Peter D Johnston shows how readers can gain the upper hand in a variety of situations: debating with a powerful co-worker, getting the best deal from an insurance company, procuring a capital infusion for a start-up venture - or even negotiating their survival in a hostage situation. Johnston shows how they can penetrate giant organisations, exploit the mainstream media, structure high-value deals, and increase the likelihood that giants will follow through with their side of a deal. This book avoids the dryness of many self-help and how-to books by using engaging true accounts to back up and illustrate its advice. Readers will be both entertained and informed by stories that involve the negotiations of Nelson Mandela, Harriet Beecher Stowe, Catherine Zeta-Jones, a 'little guy' going up against Walmart, and many more.

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9780980942118

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