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A New York Times bestselling author reveals how to find the right words for every situation
Whether you are making a budget request, interviewing for a job, ending a relationship, or talking to children about divorce, the crux of success in those and other crucial situations is planned, effective communication. And yet, it is the tool people most often fail to use. In Perfecting Your Pitch, expert consultant and negotiator Ronald M. Shapiro presents his system of scripting, outlined efficiently as the Three D's: Draft, Devil's Advocate, Deliver.
Using real-life examples, Shapiro walks listeners step-by-step through the process of creating an effective message, preparing for counterarguments, and delivering the results with confidence and grace across a broad range of situations. He also provides an excellent menu of stories and model scripts for communication challenges affecting business, family, friends and consumers.
Reaching out to listeners of Difficult Conversations and Getting to Yes, Perfecting Your Pitch introduces a simple but powerful system we can all use for great results.
- Sales Rank: #1939181 in Books
- Published on: 2014-10-14
- Released on: 2014-10-14
- Formats: Audiobook, CD, Unabridged
- Original language: English
- Number of items: 6
- Dimensions: 5.25" h x .75" w x 5.75" l,
- Running time: 400 minutes
- Binding: Audio CD
About the Author
Cofounder of the Shapiro Negotiations Institute, RONALD M. SHAPIRO has negotiated more than $1 billion in contracts. His techniques have helped more resolve a national symphony orchestra strike, facilitate solutions to human relations problems, and reconcile disputes in the government and corporate world. His bestselling books include The Power of Nice and Dare to Prepare.
JEFF BAKER is a Baltimore Sun reporter. He has covered news, politics and sports for The Sun., Arizona Republic and AP and has appeared on PBS, CNN, ESPN, and other networks. He lives with his wife and daughter in Silver Spring, Maryland.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Not what I was expecting
By Matthew R. Heusser
This book heavily emphasis the importance of planning what you will say so that it is unemotional and making a clear ask. Then it provides sample scripts for everything from negotiating a contract renewal, to getting a raise, to breaking bad news of a national tragedy to a child to negotiating a lease with an exclusive club.
The general strategy of all of these is to start with flattery, or at least, build common ground, then move on to state the problem in a bizarrely positive way, vaguely imply that you'll quit (or whatever consequence there is for a failure to a negotiated agreement) then state exactly what you want.
Two nuggets I found interesting:
(1) If you are in contract renewals and the client wants to lower prices, go the other way. Offer to match the current rates but at a lower amount of service, and, to keep the same amount of service, increase rates 10-15%. Then make your case, preferably in writing, for why you are going up - more traffic on the website, more people coming into the ballpark last season, etc - some numeric reason the work is more valuable.
(2) If you give a range for negotiation, expect your counterpart to go down, starting at the bottom of the range. So if you say "$50,000 to $40,000 per year", expect the other person to start out at $40,000 - OR LESS. Better to start at the top end of the range, establishing that as a negotiating target, and end up at $45! (This has not been my experience, by the way; my experience would be with a range like that, get an offer at $40 to $41K, possibly $42. But I pick my clients carefully. The important thing to learn here, which I agree with, is the client will think $42K is MORE than you asked for, that they are being generous.)
Sadly, there were not a ton more nuggets here.
Overall: If you've never read a book on negotiation, this gives you some interesting scripts, but it doesn't really explore why they might work - or not. If that's what you'd like, I'd suggest a combination of Brian Tracy and Oren Klaff. The McGraw hill 36 hour negotiation course, though out of print, is fantastic for providing negotiation strategies.
Note: This review is for the audio book, but I believe the content is the same. The audio was a bit ... dry, but I'd say it was just about average for an audio business book.
0 of 0 people found the following review helpful.
Five Stars
By Kimmie
He liked it!
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