Gain the Edge!

Discover how to leave behind instinctive negotiating and its inherent uncertainties and learn to negotiate strategically.

Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. The tactics and techniques here come from the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively. The result is a comprehensive guide that takes you all the way from general strategies and principles—Latz's Five Golden Rules of Negotiation—to specific tips, techniques, and even phrases you can use at the table.

Gain the Edge! will arm you with:

• Practical strategies to get the information you need before you sit down at the table
• Tactics to maximize your leverage when seemingly powerless
• Secrets to success in emotionally charged negotiations
• A step-by-step system to design the most effective offer-concession strategy
• Ways to deal with different personality types, ethics, and negotiation "games"
• Specific advice on how to negotiate for your next salary, car, or house
• Negotiating tips for other business and personal matters

Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.

"The best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful." —Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns