{ "item_title" : "Nobody's Fool", "item_author" : [" Hazel Crowe "], "item_description" : "You agreed to it at 11.38, with your coat already on.A small thing, raised as everyone stood up. It sounded like admin. You said fine, send it over, because you had been in that room for 96 minutes and you wanted to go. It cost more than everything you had argued about all morning. If you negotiate contracts, sit on interview panels, take job offers or sit through sales pitches, this has happened to you. Nobody lied. The people across the table prepared, and you improvised.Hazel Crowe spent 20 years on the buying side and never sold anything. She was the person the manipulation tactics were used on, until she could see them coming.What's inside this book on manipulation tactics and negotiation skills17 tactics, one per chapter: what it feels like from your chair, where you will meet it, and the one thing to do when you noticeThe negotiation in order: anchor, frame, concession, clock, reopen, and the counter to eachThe job interview from both chairs, including what to say when they ask what you earn nowThe pitch and the presentation, from the side being pitched toOne 96-minute meeting told in full, with every move marked as it landsTwo lists: 19 tactics to recognize only, and 7 that are fair to useA counter card, one action per tactic, and a note on which famous findings did not replicateQuestions readers askIs this one of those influence and persuasion books?Most influence and persuasion books teach the moves. This one explains each move from the receiving end, so you can name it while it is happening, and it never presents a recognize-only tactic as something to do.Does it cover salary negotiation?Yes. Chapter 8 shows a strong candidate losing about14,000 in nine seconds to one question about her current pay, and Chapter 21 gives the sentence to say instead.Does it cover job interview questions and answers?It covers the interview from both chairs, candidate and panel: the questions a well-run panel asks, why the debrief can matter more than the answers, and what to do when the pay question comes.What negotiation skills does it teach?Preparation on one sheet of paper: what you want, your number and walk-away, the three things that would make this a bad decision, and five words down the margin. Then one sentence to say when you notice each move.Is it based on behavioral psychology research?Where a tactic rests on a study, the study is named and so is how well it held up. On cognitive bias and critical thinking it is blunt: several famous findings did not replicate, and Appendix C says which, so you never quote one across a table.Will it teach me how to read people?It teaches you to read the moves in the room. Hazel describes what was said, what was done and what followed, in the order it happened.Could it make me manipulative?No. Every technique is explained from the point of view of the person it is done to. A short list of fair moves sits apart from the rest, and nothing appears on both lists.I'm sharp. Do I need this?Chapter 2 is about exactly that belief. Being clever is no protection, because the other side prepared for the meeting and you are thinking on your feet.Does it help with office politics?Agendas you did not write, recaps that quietly add things, everyone is comfortable with this, the item reopened as people stand up. Each is named, with its counter.About the authorHazel Crowe spent 20 years on the buying side of commercial negotiation, through somewhere over 1,500 supplier pitches and a great many interview panels. The accounts in this book are composites.Read it before your next negotiation.", "item_img_path" : "https://covers2.booksamillion.com/covers/bam/9/79/817/351/9798173512529_b.jpg", "price_data" : { "retail_price" : "9.99", "online_price" : "9.99", "our_price" : "9.99", "club_price" : "9.99", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

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