Negotiate with confidence: 10 tips from the bag of tricks {review}

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In the verbal exchange of blows again the shortcut, because you didn't have the right answer ready or even lost your temper? The book “Listen! Speech! Victories! ” by Ulrike Manhart is happy to help.

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By the way: You can find many more hand-picked reading recommendations in our section Editorial book tips.

Here writes for you:

Oliver Ibelshäuser 85Oliver Ibelshäuser is a journalist and owner of the editorial office Text und Vision.


Souffleur for the negotiation talk

It does not matter if in the customer talk or in the salary poker at the Chef: Often you would like to have an invisible guide at your side - with 10 tips for secure communication.

Anyone who has not had the right answer more than once in an important negotiation or has lost his composure through a verbal exchange and therefore has lost the short straw, wishes for the future a prompter who preforms the appropriate counterattack or with the right words and gestures appeased - if necessary.

Rhetorical and emotional tricks

The book “Listen! Speech! Victories! ” by Ulrike Manhart is happy to help. Manhart is familiar with the rhetorical and emotional challenges of salespeople and buyers, employees and colleagues who want to maintain their position in the dialogue or want to gain an advantage.

The book is dedicated to them. Manhart introduces “techniques and tactics” to prepare you for the next negotiation fight. Both psychologically and argumentatively.

Manipulating and seducing

As an example, the author plays through typical negotiation situations, which usually generate stress. The interlocutor does not jump on, apparently has the better arguments on his side or comes unexpectedly with personal insults.

Manhart shows you how to parry. Sovereign in words and gestures, usually with wit and wit. In addition she reveals manipulation techniques, which help you to pull the partner on your side.

Rhetorical tricks for success

For example, to enter with high (unrealistic) demands in order to then "let down" on your originally intended goal ("distributive negotiation").

Or to sprinkle rhetorical questions in a targeted manner, to direct the assessment of an issue to your perspective (“meaning reframing”). Everything was great.

What you should skip better

Only skip the chapter "How to deal with meanness". The recommended return carriage: “Only you see it that way. That is your problem ”could backfire - especially in dialogue with your own boss.

Conclusion: In total, the book “Listen! Speech! Victories! ” a whole series of effective instruments to quickly transform lost battles at the conference table into glamorous victories. Not a beginner's course - but a useful add-on anyway.

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