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The One Minute Negotiator
About the book
  • Published: 1 January 2018
  • ISBN: 9781605095868
  • Imprint: Berrett-Koehler
  • Format: Hardback
  • Pages: 160
  • RRP: $39.99
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The One Minute Negotiator


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Negotiation impacts every aspect of our lives, from the deals we strike on the job, to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything they can to avoid negotiating—it makes them uncomfortable, nervous, even frightened. This plague of negotiaphobia is what Don Hutson and George Lucas are here to remedy.
Hutson and Lucas tell the tale of Jay Baxter, who sells more than anyone else in his company but finds himself in trouble because his profit margins are so slim—he’s giving too much away to close the deal. Enter the One Minute Negotiator, who teaches him a three-step negotiating process that not only helps him make more profit per sale but can be applied anywhere, on the job or off.
The key to the process is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. But no two negotiations are alike—one strategy cannot fit all. The One Minute Negotiator teaches you four viable strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side.
Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. You’ll never walk away thinking about what you should have asked for or might have gotten. Instead, with the tools Hutson and Lucas provide, you can confidently and consistently guide any negotiation to the best possible conclusion.

  • Pub date: 1 January 2018
  • ISBN: 9781605095868
  • Imprint: Berrett-Koehler
  • Format: Hardback
  • Pages: 160
  • RRP: $39.99

About the Authors

George Lucas

George Lucas is the founder of Lucasfilm Ltd., one of the world's leading entertainment companies. He created the Star Wars and Indiana Jones film series. Among his story credits are THX 1138, American Graffiti, and the Star Wars and Indiana Jones films. He lives in Marin County, California.


Praise for The One Minute Negotiator

““We all face negotiations every day, whether it’s a business deal, a talk with your boss, a discussion with a spouse, or just trying to get a good deal at the mall. If you walk into battle with the simple principles of The One Minute Negotiator in mind, you’ll walk away with what you want and leave the other person happier for having done the deal.” —Dave Ramsey, host of The Dave Ramsey Show and bestselling author of The Total Money Makeover “A terrific framework for understanding and excelling in negotiations!  Some attempt to make negotiations complex and daunting, but this book provides an easy three-step process.  This ‘can’t miss’ approach addresses negotiaphobia and generates successful outcomes simultaneously!” —Hyrum Smith, Vice Chairman, FranklinCovey, Inc. “Don Hutson and Dr. George Lucas are geniuses! The One Minute Negotiator will reset your mindset to achieve the best outcomes in the toughest negotiations.”   —Harvey Mackay, author of the #1 New York Times bestseller Swim With the Sharks Without Being Eaten Alive “The One Minute Negotiator is short but powerful!  Hutson and Lucas have put in capsule form some of the best ideas on successful negotiations I have ever seen.” —Darren Hardy, Publisher, SUCCESS magazine “I wish I could have read this book decades ago!  It is packed with the best negotiation skills I have ever seen. I cannot imagine a person in business not getting great value from reading this book!” —Howard Putnam, former CEO, Southwest Airlines, and author of The Winds of Turbulence”


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