Negotiating with Giants: Get What You Want Against the Odds

by Peter D. Johnston

Overview

HOW DO YOU NEGOTIATE WITH WAL-MART? With America's President over going to war? An improved education for your kids? A cleaner environment? An ethical issue with an intimidating boss? An unequal personal relationship? A Super Bowl victory for a team of losers? A capital infusion for a struggling start-up? Better healthcare for your family? The return of stolen treasure, lost rights or a canceled credit card? Your survival if you're taken hostage by an armed killer?

IN THIS PIONEERING BOOK, NEGOTIATION EXPERT PETER JOHNSTON surprises us with answers to these far-flung questions, laying out unique strategies and concrete steps we can all use to handle the growing number of giants in our personal and professional lives. As readers, we travel across time--through riveting, real-life stories--uncovering the secrets of successful smaller players so we, too, can get what we want against the odds.

Product Details

ISBN-13:	9780980942101
Publisher:	Negotiation Press
Publication date:	05/28/2008
Product dimensions:	5.90(w) x 8.90(h) x 0.70(d)

About the Author

PETER JOHNSTON is a negotiator, advisor and mediator whose expertise is sought worldwide. He has worked with clients ranging from Wall Street bankers, UN officials and political leaders to start-up entrepreneurs, cheated spouses and convicted felons. His ground-breaking results have been formally recognized by the US government for their positive economic and social impact. He is a Harvard MBA, trained journalist and former corporate and investment banker.

What People are Saying About This

Jules B. Bloch

"An absolute gem to be guarded jealously from giants. One of the world's leading negotiation experts changes how we should be thinking about our most challenging negotiations and conflicts."--(Jules B. Bloch, LLB, Professional Mediator and Arbitrator)

Mark Edwards

"If you feel like David looking up at Goliath, this insightful and entertaining book is now your best weapon--for individuals, entrepreneurs, smaller organizations and smaller nations."--(Mark Edwards, Founder and President, Spectrum Limited)

Editorial Reviews

Negotiating with Giants is entertaining and any one of its six chapters will unveil insights you'll want to pass along to a friend, colleague or family member.

Business Class Magazine

Whereas Getting to Yes provided the broad strokes of negotiation strategy, Mr. Johnston uses a finer brush to fill in an important corner of the canvas . . . Fans of author Robert Greene's use of historical anecdotes in his bestselling 48 Laws of Power will recognize and enjoy a similarly informative and engaging storytelling style in Negotiating with Giants.

Embassy Magazine

Whether you're dealing with a banker, a landlord, suppliers, customers or employees, your success or failure is often wholly contingent upon your ability to get people onside . . . this is clearly terrain people are interested in learning more about.

The Globe and Mail

...negotiations expert Peter D. Johnston has written a highly readable book geared to helping underdogs find practical ways to negotiate with larger, more powerful competitors. The book is full of examples of inventive things upstart companies and seemingly powerless individuals have done to expand their businesses; exact social change; or deal with unequal personal relationships, while ensuring they aren't pulverized in the process. (...) A good book to read before negotiating a raise.
—Laura Ramsay

The National Post

Peter Johnston speaks with giants. He also sizes them up, figures out their weaknesses, then goes for the kill in a polite, well-informed way . . . This 250-pager is packed with strategies on how to outsmart a Goliath in business, government or even between friends.

Times Colonist