Negotiate and Win: Proven Strategies from the NYPD's Top Hostage Negotiator - Softcover

Misino, Dominick

Softcover

ISBN 10: 0071737774 ISBN 13: 9780071737777

Publisher: McGraw-Hill Companies, 2004

Synopsis

Proven techniques from the world's most famous police negotiator turned business consultant

As chief negotiator for the NYPD, Dominick Misino talked people down from bridges, got felons to give up hostages, and even disarmed terrorists with a few well-chosen words. But Misino's fame as a crack negotiator isn't limited to the world of law enforcement. One of today's most sought-after experts on business negotiation, he's shown managers around the globe how to apply his proven techniques to their business negotiations. In Negotiate and Win, Misino:

• Tells readers how to be better negotiators in business and in life, including how to get the best deal from suppliers, winning the raise you want, and persuading kids to do the right thing
• Shares riveting anecdotes--from how he got a jumper down off the Whitestone Bridge to how he persuaded skyjackers to surrender
• Walks readers through tested-inthe- trenches strategies that defy conventional wisdom

About this title

From the Back Cover:

Whether you realize it or not, you negotiate every day--with your boss, your clients, coworkers, and even the babysitter. But most of us aren't as good at cutting a deal as we'd like to be. Dominick Misino is. As the NYPD's top negotiator, he put his skills to work in high-pressure situations, successfully negotiating the release of hostages and stopping suicide attempts by the dozens. In one of his most famous cases in 1993, Misino successfully arranged the release of all 104 passengers and crew aboard the hijacked Lufthansa Flight 592. Over the years, Misino learned that when lives are on the line, you'd better choose your words and negotiating tactics wisely. In Negotiate and Win, this tough-talking word warrior shows you how to be subtle enough to get what you want and tough enough to get what you need--with anyone, in any situation.

Now a top business negotiation consultant to Fortune 500 companies, Misino shares the strategies and techniques he developed over twenty-two years and refined in more than 200 tense situations. In Negotiate and Win, he uses his own harrowing, life-or-death experiences to illustrate the effective, no-nonsense tactics that lead to more productive negotiations, such as:

• Be yourself--how to relax and use your personal strengths while negotiating
• Learn how to give--giving a little when it will get you what you want
• Sell the truth--build trust with those you negotiate for an easier exchange
• Be prepared--arm yourself with a confident attitude and the right information
• Get it down--how to be sure the final decision is completely understood by both parties

You might think that the best negotiators use tricky language or dishonest tactics. But successful negotiation is a skill you learn, not a gimmick you employ. From setting the stage to closing the deal, Negotiate and Win walks you through the basic steps of the same powerful negotiating program that Misino's clients pay big bucks for. This straightforward, honest, and effective approach applies the deadly serious lessons of a tough-as-nails hostage negotiator to the everyday deals we make at the office, at home, and everywhere else.

Once you learn to use these straightforward tactics during your own negotiations you'll succeed more often and make better deals in your daily life--whether you're asking your boss for a raise, working out a sale with a client, or buying a new house. Often counterintuitive but always on the money, the practical wisdom and tough-but-fair strategies you'll find in Negotiate and Win work just as well at a business lunch as they do in a hostage crisis.

BECOME A WORD WARRIOR

In Negotiate and Win, former NYPD hostage negotiator Dominick Misino breaks down the art of the deal, showing its fundamental basics, and gives you the tactics and strategies you need to win when it counts. Combining proven advice with riveting real-life stories--like the time he talked a potential suicide down from the Whitestone Bridge--this straightforward, step-by-step guide covers every vital aspect of successful negotiation.

Learn how to:

• Prepare yourself mentally and physically
• Set reasonable goals beforehand
• Develop a positive attitude and speak with confidence
• Know your position relative to your opponent
• Navigate the two Ds--demands and deadlines
• Listen carefully and learn what your opponent really wants
• Defend yourself from sneaky tricks
• Keep your cool when it counts
• Close the deal with a few well-chosen words

With Negotiate and Win, you'll improve your deal-making skills and apply Misino's hard-won experience to your everyday negotiations. From doing your pre-negotiation homework to the final handshake, this no-nonsense guide gives you the knowledge and the skills you need to close any deal in a way that's satisfying to you. With these commonsense tactics in hand, you'll know exactly what to say when buying your next car, refinancing your home--or even just working out a fair allowance for your teen.

About the Author:

Dominick J. Misino (New York, NY) is recognized as one of the leading international experts on business negotiation. He has been featured in the Harvard Business Review and on CNN, "Good Morning America," and other nationally televised programs.

About this edition

• Publisher: McGraw-Hill Companies
• Publication date: 2004
• ISBN 10: 0071737774
• ISBN 13: 9780071737777
• Binding: Paperback
• Number of pages: 194