Practical Negotiating™
Tools, Tactics & Techniques
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Conflict is inevitable! Therefore — Negotiation is a survival skill. From the sandbox to the Sinai,
each of us needs a method to reach workable agreements or we suffer the consequences of unresolved conflicts. Since the book
is aimed at the individual, the application of this model involves everyday life situations in home, business and commerce,
rather than international negotiation. Tom Gosselin
is a consultant and instructor with over 25 years experience
in training executives, managers, and sales people. He has developed and delivered seminars to thousands of people in a systematic
way to develop negotiating skills. Clients have included: State Street Corporation, Ford,
Ingersoll-Rand, Philips Lighting, Exxon Research & Engineering, MCI, Delaware Investments, and others. In addition, Tom
has been a guest lecturer on power and influence in organizations at The Harvard Business School. Tom is a member of the National
Speakers Association. |
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PRAISE FOR PRACTICAL NEGOTIATING "Practical
Negotiating is an innovative, resourceful, and—as its name implies—practical guide to the art and
science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is
rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation." Terry R. Bacon, President, Lore International
Institute and author of What People Want: A Manager’s Guide to Building Relationships that Work "Many books about negotiation make bold statements about the importance of winning...But the real goal
of negotiating is to shake hands, to plan and execute a strategy in which both sides leave the table feeling victorious -
and respected. Author Tom Gosselin says it’s better to view negotiation
as a road map than a battlefield. The theme of his well-crafted book, Practical Negotiating,
is to execute a strategy not your opponent. …It’s tips, tools and charts are substantial but never confusing,
and that’s one reason the book will resonate with an audience beyond executives in the boardroom. It will help trainers in the classroom and anyone else who seeks a smart guide to a topic of increasing
importance to leaders and organizations.” Book
Review ASTD's T&D August 2007 "There is something in this book for the most experienced negotiator and the novice. Tom's no nonsense prescriptions
and recommendations will hit home. Bound to give you some new ideas for the most difficult of negotiating situations. Anyone in the
business world will want this great bible of effective negotiating right near their desk and phone!" Dr. Beverly Kaye, CEO/Founder: Career Systems
International, Co-author, Love Em or Lose 'Em: Getting Good People to Stay “Gosselin has written a thoughtful,
engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here
for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients,
customers and colleagues.” Peter Cairo, Ph.D., Partner, Mercer Delta Consulting, co-author of Why CEOs Fail and Head, Heart & Guts “Forget the image of negotiation being a battlefield. Tom guides you in the development
of a road map so both sides become winners and leave the table victorious. Tom’s writing is just like his training –
clear, concise, and practical. You can apply the process immediately. A handbook for life. Practical, thoughtful, insightful.” Steven Myers. Manager, Lighting Education and Sales Training “After
field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and
great questions and worksheets that force the material to become real and personal. Practical Negotiating will change
your thinking about negotiating, and more importantly, will change your behavior. Highly recommended.” Steve
Hopkins, publisher of Executive Times. "Tom
is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior
(and a great sense of humor!) make this a "must read". His deep understanding of effective models of negotiation,
and their practical application make him one of the leaders in this field." Keith
G. Slater, past Director of International Development, Ingersoll Rand "The
best and most comprehensive description of the negotiation process that I have seen. Clearly written, plenty of
pertinent real-life examples, and applicable to any negotiating situation." David
E. Berlew, PhD. Former faculty member, Sloan School of Management, MIT. Co-founder and CEO of McBer &
Company (now Hay-McBer) and Situation Management Systems, Inc. Former CEO of Rath and Strong, Inc. “This book is aptly titled as it provides the practical "how to" for planning and executing effective
negotiations. It's rich with examples, exercises and reusable tools." |
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E-Mail
Tom at tom.gosselin@verizon.net Visit us at www.tomgosselin.com |
