RIDGEWOOD, N.J., Feb. 17, 2004 (PRIMEZONE) -- The word "negotiation" often makes people tense, even in the field of retail buying. In Michael A. Patrick's new book, The New Negotiation Mindset: Guarantee a Bigger Slice (now available through 1stBooks), he offers a practical guide for increasing profitability while strengthening vendor and supplier relationships using specific planning and influencing skills.
It's common to view the people across the negotiating table as "the other side," Patrick writes. His new guidebook provides ways to become a more skillful negotiator, even during tough business interactions. He offers plans for major deals, tailored negotiation practices and strategies for specific situations.
"This book is not about the 43 tips or tactics for making the other party uncomfortable or other outdated gimmicks," Patrick writes. "On the contrary, it helps you better understand the needs and planning that vendors and suppliers use in preparing for selling to you so that you can leverage that information to both parties' advantage. When the overall 'pie' grows, everybody gets a bigger slice."
Patrick also illustrates how to effectively involve one's boss and other internal departments that may join the negotiations in terms of planning and role definitions. The New Negotiation Mindset offers proven skills that readers can apply to see automatic results.
Patrick is the president and owner of MOHR (Management of Human Resources) Access, a multichannel training and consulting firm dedicated to providing training and consulting to the retail industry. He has been in the business for more than 15 years and has personally advised America's largest retailers, including Wal-Mart, Target, Blockbuster, Clinique and Gap. He has spoken internationally on topics ranging from negotiation to loyalty building.
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