Negotiation by Brian Tracy – summary
Brian Tracy’s succinct, action-oriented manual Negotiation by Brian Tracy shows readers how to develop into competent negotiators in daily life as well as in business. Tracy underlines that everything is negotiable and that learning this ability will help one to have better results, closer relationships, and more success.
The book lists important strategies and attitudes that will enable you to build confidence, generate win-win solutions, and properly affect results.
🌟 Fundamental Message
“You get what you negotiate, not what you deserve.”
A learnable skill, skilled negotiation, will greatly enhance your life and profession.
🔑 Important Skills & Lessons & Strategies
1. Everything can be negotiated.
Though most people agree with terms as they are, there is always space for questions, changes, or substitutes.
Get used to challenging the first offer.
2. Get ready; it is power.
Generally speaking, the better-prepared person wins.
Know your walk-away point, the other person’s needs, and your objectives.
Research before starting any negotiations.
3. Pursue win-win results.
Long-term success results from ideas that advance both sides.
Emphasize shared interests rather than viewpoints.
4. Always seek more than you could need.
High initial expectations allow you time to negotiate and raise apparent value.
It also provides a nice anchor in the other person’s head.
5. Ready to Leave Walking Away
Never seem to be in great need. Your best tool is your ability to walk away.
Learn your BATNA, or best alternative to a negotiated agreement.
6. See Silence as a Tool.
Stay silent once you have an offer or have heard one.
Silence puts pressure on the other person and usually results in more or better deal disclosure.
7. Search for nonverbal cues.
Confidence and adaptability are much revealed by body language, tone, and tempo.
Use nonverbal as well as verbal communication deliberately.
8. Concede Strategically and Gradually.
Never give too quickly, either.
Ask for something in return, make concessions seem challenging, and then back off.
Nine. Bargain with the appropriate person.
Always deal with someone with decision-making power.
You are either weakening your position or wasting time otherwise.
10. Perfect Practice Makes All the Difference
Not a talent, negotiation is a skill.
Your confidence and success grow as you practice.
Notable Quotes: 💬
Negotiating is like playing a game. It’s a talent rather than knowledge. You improve with increasing play frequency.
“Power goes to the person who can say ‘no’ and walk away.”
✍️ Author’s Technique
direct, pragmatic, and results-oriented.
provides easy techniques, step-by-step instructions, and examples anyone can apply.
Designed for average people, professionals, and business owners.
🧠 Final Insight
In business as much as in life, your capacity for influence, persuasion, and negotiation will determine your success. Anyone can be a great negotiator with the correct attitude and tools; Brian Tracy shows you exactly how.