I Love Negotiating: Change your thinking and learn how to get what you want

By Sam Trattles

DOES THE THOUGHT OF NEGOTIATING FILL YOU WITH DREAD? 
DO YOU FEEL YOU COULD HAVE GOT A BETTER DEAL IF YOU KNEW HOW TO PUSH FOR MORE?
YOU’RE NOT THE ONLY ONE!

This easy-to-use workbook will guide you through the pitfalls of the negotiation process. It will help improve your negotiation capability. You will chan

• Language: English
• Publisher: Other Side of the Table
• Release date: Apr 17, 2019
• ISBN: 9780648542216

Sam Trattles

Sam Trattle's mission is to help more people learn to LOVE negotiating by changing how we approach it - seeking what's fair and reasonable (not by winning or losing).Prior to starting Other Side, Sam enjoyed a corporate marketing career, specialising in sponsorships, for close to two decades across Australia and the UK. She held senior leadership roles for brands including Telstra and PricewaterhouseCoopers and has negotiated and leveraging over $500M worth of deals. As a result, she's one of the most skilled commercial negotiators in Australia.Sam's negotiator style is strategic, inclusive, and pragmatic. She likes to challenge the status quo through curiosity, listening with intent and being a straight shooter. Her thought leadership is practical and accessible so people, all around the world, can confidently negotiate their worth.

Book preview

Contents

About This Book

About You

Why do people hate negotiating?

What makes for a good negotiation?

Why improve your skills now?

Evolve your mindset

What type of negotiator are you?

Negotiator Profiles

Profile 1 The Avoider

Profile 2 The Dabbler

Profile 3 The Adventurer

Profile 4 The Master

APEC Four Stages Of A Good Negotiation

Summary of all activities to work through

It’s happening – time to ACCEPT

Don’t go in blind – let’s PREPARE

Let's get started - time to ENGAGE 1

The end is nigh – it’s time to CLOSE

For The Masters

Conclusion

A Word Of Thanks

About the author

Introduction

Most of us are weighed down – and held back – by an irrational fear of negotiating. This fear can be the killer of our success and the crusher of our dreams. It’s a vicious brute that digs its claws in, holds on tight, and makes it impossible for you to reach your potential.

You can overcome this disempowering fear. You just need to learn how. I Love Negotiating will arm you with the skills you need to be a confident and successful negotiator. It will empower you to get what you want by defeating those negotiation demons.

Where do we start? Firstly, let’s explore – and explode – an obstructive myth. There is a common misconception that negotiating is only for the bold and brazen. Sure, those qualities help, but not if you don’t have direction. The real secret to success lies in understanding what type of negotiator you are, what’s holding you back, and what specific skills you need to develop. This book will help you master these, so you’ll be negotiating with ease, in no time.

As you journey towards negotiation mastery, we’ll delve into how you really feel about negotiating to uncover any self-limiting attitudes and behaviours. This process will help us identify your current negotiator profile and determine what practical exercises, tailored to your skill and confidence level, are best for you. As we foray into this new world, I’ll guide you through the Four Stages of a Good Negotiation so that you are ready to run when the time comes.

So, what are you waiting for? Your negotiation revolution has arrived! Join me as we unearth your potential and help you get more of what you want, every day.

Sam

Why me?

I am one of the very few – and very lucky – who happen to love negotiating. So much so, in fact, I’ve made a career out of it. I discovered early on that negotiating can help me and my clients get what they want. Not only that, I learnt that negotiating can be fun. Negotiating is such a big part of my life now, I don’t even notice that I’m doing it. It’s become a habit, and a good one.

I learnt to negotiate on the job – assessing, negotiating and closing commercial deals over many years in various corporate roles. I was very fortunate to have great mentors, managers and commercially minded legal and procurement people to guide me.

I made a LOT of mistakes in those early years, and no doubt I upset a few people along the way. I struggled to find the balance between pushing too hard and not pushing hard enough. I learnt my lessons, and now it’s time to share them in return.

One of the simplest lessons I learnt was to understand that not everything is negotiable. Learning when to push and when to pull back requires guidance, patience and practise. In return, we are rewarded with insight, courage and resilience.

Unfortunately, most of us are never taught how or when to push or pull. Like most I didn’t learn these skills at school or at home. And in my many years on the ‘buy-side’ (being the budget owner) of a negotiation, I never attended a training session focused on negotiation buying tactics.

Meanwhile, the many sales teams I sat next to over the years were