Deal Maker: Lessons From the Blind Master Negotiator - Softcover

Klatt, PhD Joseph Dean

Softcover

ISBN 10: 1449052622 ISBN 13: 9781449052621

Verlag: AuthorHouse, 2009

Inhaltsangabe

This is a book of negotiation stories that apply techniques Dr. Klatt has learned since 1972, the year he began his career as a professional real estate licensee negotiator. They are techniques that were learned in the School of Hard Knocks, the best learning place of all. This book is not intended to be a complete presentation of all areas of negotiation, negotiation practice, or negotiation theory. It is intentionally short on theory and long on stories. It is so much easier (and more fun) to remember stories than theory, and if you remember the story you will be able to work back to the theory. It is a book written for real estate agents, law students, attorneys, mediators, and anyone else for whom negotiations are central to their career. In a sense, this means that this book has been written for us all. For we are all professional negotiators. Dr. Klatt was a strapping San Diego City lifeguard, excellent athlete, competitive surfer, ambidextrous tennis player, and drag racing champion before an accident robbed him of his sight. That was an event that could have broken the spirit of lesser men. Instead, Dr. Klatt turned his physical short-coming into a vector for professional excellence. He went on to sell a portfolio of property that has a present collective value that is easily worth hundreds of millions of dollars, and he did it all without ever laying sight upon one single inch of the property that he sold. This book is his method.

Über diesen Titel

Über die Autorin bzw. den Autor

Dr. Klatt was robbed of his sight in a freak auto accident at the age of 19. He went on to sell a portfolio of real estate property that has a present collective value that is easily worth hundreds of millions of dollars, and he did it all without ever laying sight upon one single inch of the property that he sold. How did he do it? He did it, in part, by being a good negotiator. In part, by being a good listener. In part, by being a decent, honest human being. He has no sight, but he mastered the art of listening, trained himself in the skills of negotiation and mediation, learned to hear what speakers leave unspoken, and made language his friend. He has blended the manners he was taught as a child with Christian morals and professional ethics to develop a negotiation style that is all his own. Joseph Dean Klatt was born the oldest of four children in Fond du lac, Wisconsin. Dr. Joe, as his friends call him, operates Klatt Realty Inc., a full-service real estate brokerage in La Jolla, California (www.KlattRealty.com.) He has since become a father to two sons, Joseph Franklin Klatt and James Dean Klatt. Dr. Klatt has traveled the world while variously in the company of six German Shepherd Seeing Eye Dogs: Rani, Pegasus, Marvel, Churchill, Ken, and Lawson. (He and Ken even made it so far as Anchorage, Alaska.) Dr. Klatt is an internationally recognized mediator and negotiator. His doctorate in Real Estate Law was conferred by the University of Shelbourne.

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Deal Maker

Lessons From the Blind Master NegotiatorBy Joseph Dean Klatt Michael M. Forbes

AuthorHouse

Copyright © 2009 Joseph Dean Klatt, PhD & Michael M. Forbes, MBA
All right reserved.
ISBN: 978-1-4490-5262-1

Contents

Dedication...................................................................................................................................vAcknowledgements.............................................................................................................................viiForeword.....................................................................................................................................xvChapter 1: Razor Slice & Dice - A Negotiator Shares His Technique...........................................................................1Chapter 2: How Not to Negotiate - "Negotiation Train Wreck".................................................................................9Chapter 3: Interview With the Blind Master..................................................................................................33Chapter 4: Keeping Track....................................................................................................................51Chapter 5: BATNA, WLATNA, WATNA, MLATNA - "The Lookout Point Negotiation"...................................................................57Chapter 6: Anchors - Find Them & Move Them..................................................................................................99Chapter 7: The Power Based Approach - "Wilson & Graffy Negotiation".........................................................................105Chapter 8: The Rights Based Approach - "The Klatt Realty Sign"..............................................................................123Chapter 9: The Interest Based Approach - "The Peaceful Valley Story"........................................................................133Chapter 10: The Combination Approach - "Pistol Packin' Paperboy".............................................................................149Chapter 11: The Stick-it-to-Them-Gently Approach.............................................................................................157"The X Gold Card Story"......................................................................................................................158"The Assassination Suit".....................................................................................................................160"I-Want-My-Dollar"...........................................................................................................................162"I-Want-My- $3"..............................................................................................................................167Chapter 12: Going Dark.......................................................................................................................171Chapter 13: Integrative Bargaining - "The Scooter Bunny Story"...............................................................................187Chapter 14: Negotiating Over the Difference..................................................................................................193Chapter 15: The Master's Tools...............................................................................................................213The Power of Calm............................................................................................................................215The Power of Silence.........................................................................................................................217Good News/Bad News...........................................................................................................................220Good Cop, Bad Cop............................................................................................................................221Say What You Mean & Mean What You Say........................................................................................................222Pumping Them Oxygen..........................................................................................................................223Negative Selling.............................................................................................................................225Taking Charge................................................................................................................................229Small Victories..............................................................................................................................231The Power of Nice............................................................................................................................231Chapter 16: The Personality Trap.............................................................................................................235Chapter 17: Negotiation Fatigue..............................................................................................................251Chapter 18: Speed Bump Words in Negotiation..................................................................................................261Chapter 19: California Judicial Proceedings - Code Blue......................................................................................265Chapter 20: Drilldown - A Mediator's Technique...............................................................................................269Chapter 21: Science & Mediation..............................................................................................................275Chapter 22: You Have to A-S-K for an Offer to G-E-T a Settlement.............................................................................285Chapter 23: L.U.C.K.Y (Listen, Understand, Confirm, Knowledge & You Will Be the Lucky Person to Negotiate an Agreement).....................289Chapter 24: "The Cat's on the Roof"..........................................................................................................295Chapter 25: Leave Strong - "The Fishing Story"...............................................................................................305Chapter 26: "Yeah, Dad, You Treated Them Like Human Beings"..................................................................................309Chapter 27: Scotching........................................................................................................................323Chapter 28: "You Can Write an Offer on the Back of a Safeway Shopping Bag"...................................................................333Chapter 29: Aikido Affirmatives..............................................................................................................339Chapter 30: "The Aloha Kid & The Puma Motor Coach Story".....................................................................................345Appendix A: Negotiation Quotes...............................................................................................................361Appendix B: Answers to Chapter 5.............................................................................................................367Appendix C: Answer to Chapter 21.............................................................................................................371Appendix D: Lorane Abstract..................................................................................................................373About the...

Details zur Ausgabe

• Verlag: AuthorHouse
• Erscheinungsdatum: 2009
• Sprache: Englisch
• ISBN 10: 1449052622
• ISBN 13: 9781449052621
• Einband: Taschenbuch
• Anzahl der Seiten: 412
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar