"What Everybody Should Know...How To Negotiate Better Deals"
Interview With
Book Title
Bare Knuckle Negotiating
First Published
Who is this book written for?
Anyone is interested in making their business (or life) more profitable! To succeed in business you need to be able to do two things:
1) Getting people to agree to buy your products or services. This is selling!
2) Agreeing profitable terms for supplying these products or services. This is negotiating!
Being a good negotiator will enable you to improve your bottom line profit, and if you are interested in having a more profitable business then my book is for you!
How much did you know about your subject before writing this book? In other words, what qualifies you to write this book?
I've worked as a sales professional, trainer and consultant for over twenty years. As a result I have been involved in more negotiations than I care to remember!
In my early days in sales I got beaten up in negotiations by customers and got screwed over a few times also. The pain of these experiences made me realise the vital importance of being an effective negotiator so I began what has since become a lifelong study of the art and science of negotiation.
I have read countless books, listened to thousands of hours of audio material, attended a lot of seminars and training courses which when combined with thousands of hours in real life negotiations has been a wonderful learning journey!
Everything in 'Bare Knuckle Negotiating' has been thoroughly tested and proven to work in real life situations where real money (very often my own!) was at stake.
These real life experiences of closing millions of pounds worth of deals have been blended with cutting edge research into the practices of world class negotiators to create the 'Bare Knuckle Negotiating' process.
What makes your book different?
The book strips negotiating back to the bone. It gives you "pressure tested" strategies and techniques. As Duncan Bannatyne from 'Dragon's Den' says in the forward to the book it cuts straight to the chase!
The book also explores some of the less pleasant aspects of negotiation and comprehensively covers some ruthless and nasty tricks to watch out for.
Why did you write this book?
As a companion volume to my first book 'Bare Knuckle Selling'. As I mentioned earlier, to succeed in business you have to be able to sell AND negotiate. Therefore, I wrote the two books. The two books provide a complete selling and negotiating system.
What kind of research did you do for your book?
I didn't need to do any specific research for this book as I had been studying the subject for over twenty years! However it was a monumental task to synthesise all of the knowledge and information I possessed into one book!
Tell us the single most important thing we'll learn from your book...
You'll learn what I call the 'Magic Negotiation Formula'. It is my four word, one minute crash course in negotiation. Just learning and using this one principle will transform your negotiation ability.
How would you describe yourself?
Energetic, positive, fun loving, down to earth and...hard hitting!
What's your greatest achievement so far?
With regards to my books getting both 'Bare Knuckle Selling' and 'Bare Knuckle Negotiating' onto the Amazon bestseller list (number 7 and number 14 respectively) at the same time was superb!
Most of the credit has to go to my publishers Joe Gregory and Debbie Jenkins who are a couple of marketing geniuses!
Who are your role models/influences and why?
As a negotiator I have the greatest respect and admiratiion for Ghandi. He was an incredibly skilled negotiator and there is so much to learn from him. He was a really tough character!
What's the most exciting thing that's happened to you as a result of writing your book?
I was absolutely delighted when Duncan Bannatyne from BBC TVs 'Dragon's Den' agreed to write the forward. He is an incredibly successful enterpreneur and is one of my heros! To succeed in convincing him to endorse the book by way of a forward was a result I am still thrilled about!
What are you working on now?
Some exciting new information products in the field of persuasion and influence. Watch this space!
What else do you do?
I spent as much time as possible with my wife Karen and my son Thomas - although Karen might dispute that claim! I love running and the martial arts.
Do you have any free samples for us?
Your Audio Interview
Your Video Interview
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