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George van Houtem - The Dirty Tricks of Negotiating

Discover and master the rules of negotiation

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It might be for a contract worth millions of dollars or just for your kid's allowance. Whether you like it or not, you negotiate every day of your life.

But do you really know what you are doing? Do you know the rules of the game, or are you just winging it? After a deal has been struck, most people feel like they got the short-end of the stick, or sometimes like they have been cheated or tricked.

Expert negotiator George van Houtem teaches in a step-by-step approach the tricks of the trade. He explains the techniques and strategies that happen during negotiations, and how pitfalls can be avoided. Van Houtem explains how you can gain control and steer negotiations to your advantage. After reading The Dirty Tricks of Negotiating you'll master the art of negotiation and never be tricked again. Instead, you'll be using the tricks.

  • The bogey
  • The nibble
  • The bait
  • The good cop and the bad cop
  • And many others

Second edition published in January 2015 | Paperback | 136 pages | ca. 28,000 words
Over 25,000 copies sold
Full English translation available
English and Dutch editions published by Haystack

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ABOUT THE AUTHORS

George van Houtem is a partner at Holland Consulting Group and co-director of the HCG Negotiation Institute. He mediates international conflicts and teaches negotiation skills and techniques.

RECOMMENDATION

‘After reading this book, you won’t be fooled again.’ – Prof. Dr. W.F.G. Mastenbroek

TABLE OF CONTENTS

INTRODUCTION
Do’s and Don’ts
The process approach
Principled negotiation
The dilemma approach
The dirty tricks of negotiating

CHAPTER 1: THE PREPARATION PHASE
Determining interests and goals
Know your bottom price
Know your opposition
Influencing your backers
Prep checklist
Dirty Trick – The Bait
Dirty Trick – Scare tactics

CHAPTER 2: THE OPENING PHASE
Size up your chances
The ideal first move
Dirty Trick – The auction
Dirty Trick – Extreme proposal
Dirty Trick – First bid is final offer
Dirty Trick – The ultimatum

CHAPTER 3: THE DISCUSSION PHASE
The debate
Controlling the power game
Find out what makes the counterparty tick
Dirty Trick – Our standard terms and conditions
Dirty Trick – Manipulating the agenda
Dirty Trick – The delay technique
Dirty Trick – The trap
Dirty Trick – The replacement

CHAPTER 4: THE EXPLORATION PHASE
Reaching agreement
Dirty Trick – The bogeyman
Dirty Trick – The better offer
Dirty Trick – The good and bad negotiator

CHAPTER 5: BARGAINING
The concession game
Dirty Trick – Salami tactics
Dirty Trick – Escalating demands

CHAPTER 6: DEADLOCK AND FINALIZING THE DEAL
The purpose of deadlock
Pitfalls during deadlock
Breaking deadlock
Closing the deal
The benefit of making a deal versus the disadvantage of no deal
Imagine...

What do I need to do to get you to close to the deal?
Dirty Trick – Continuously pressuring
Dirty Trick – The fake negotiation
Dirty Trick – Lack of authorization
Dirty Trick – “Split the difference?”
Dirty Trick – The nibble
Dirty Trick – Different interpretation

Literature

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