NEGOTIATING IN THE AGE OF INTEGRITY

A COMPLETE GUIDE TO NEGOTIATING WIN/WIN IN BUSINESS AND LIFE

Wayne Berry

The business world is different now, 'win/win' is the order of the day and 'integrity' is the key word.

Because we are involved in negotiation so often we take it for granted, it becomes automatic, instinctive. No problem with this if it is only a matter of getting the kids to keep their room tidy, but when it comes to buying a car or a business deal it's a very different matter.

Wayne Berry is convinced that, to achieve the most desirable result when we are negotiating, our behaviour should be counter instinctive and based on the quality of relationships. In this book he explains what this means and how it works in practice using detailed strategies.

In this book he explains what this means and how it works using detailed, highly practical and user-friendly strategies from the 20 Sources of Power to the 34 Common Mistakes of Negotiating, from numerous Ploys and Gambits to the Character Traits of a master Negotiator.

In 1989 Wayne Berry founded TOP GUN Business Academy. It is not surprising that one of the Academy's most popular programmes, is MASTER NEGOTIATOR which he runs himself.

And he certainly knows about negotiating. Throughout the 1980s he was the leading business seminar promoter in Australia. He toured with such international greats as Dr Denis Waitley, Dr Norman Vincent Peale, Tom Hopkins and Zig Ziglar - and to get them to go there he first had to negotiate a contract with them!