15 Tools to Turn the Tide: A Step-by-Step Playbook for Empowered Negotiating (Hardcover)
A revolutionary new guide to negotiating in the face of stress and adversity—from an award-winning professor of negotiation and conflict management who teaches at NYU’s Stern School of Business and Columbia’s School of International & Public Affairs.
Negotiation is hard. It’s especially tough when you feel like the underdog—whether you face a ‘Godzilla’ counterpart, face threats of budget cuts during a downturn, or know that you need a deal more than the other side does.
Seth Freeman can help. Freeman is an award-winning professor who has taught negotiation to thousands of leaders and students. His clients range from Fortune 500 executives to kindergarteners, from top corporate lawyers to grad students just beginning their careers, from UN diplomats negotiating global problems to small business owners negotiating terms with suppliers. In 15 Tools to Turn the Tide, he shares field-tested techniques that can turn anyone into a much better negotiator.
Unlike other negotiation books, 15 Tools doesn’t just give key principles. It also gives you a suite of customized, step-by-step devices—simple phrases, mnemonics, glance-and-go play sheets, and more—that you can learn, remember, and deploy well whenever you need them. Freeman guides you every step of the way, from preparation to the encounter itself, to the decision whether or not to accept the offer. Digestible, memorable, and groundbreaking, these tools are also designed to help you “win warmly”—doing well for yourself, even as you care for the other person too.
One tool, for example, gives you a handy 1-page ‘play card’ that guides you throughout the talks, eases your cognitive burden, and helps you discover hidden, satisfying deals others miss. It’s just one of the many innovative and much-loved instruments Freeman’s created that can dramatically improve your chances.
Whether you’re closing a multi-million dollar deal in a recession, negotiating a job offer, or just working out holiday dinner plans with your in-laws, 15 Tools to Turn the Tide gives you a roadmap to your goals—a relentlessly practical guide you’ll actually use again and again.
Seth Freeman teaches negotiation at NYU’s Stern School of Business and at Columbia University’s School of International and Public Affairs. He is a sought-after trainer, consultant, and speaker, with clients including Fortune 500 companies, Am Law 50 law firms, UN diplomats, and NGOs. His interviews and essays have appeared in the New York Times, Washington Post, Time, Fortune, and other major media.
"An essential, practical, guide full of useful tips, techniques, strategies, and outside-the-box recipes for negotiation success." — JOE NAVARRO, internationally bestselling author of Be Exceptional
"As a business leader, a teacher, a mother, and a regular human being just getting through our conflict-addled times, I find this book and the tools it offers refreshing, hopeful, and so user-friendly that I want to rush out and buy it for everyone I know. The tools themselves are so valuable they should be taught in every school, company, and to therapists, consultants, and leaders. But it’s the stories about real-life people dealing with fear, intimidation, and frustration at work, at home, in high-pressure situations or everyday conflicts, that gave me the feeling, 'I can do this too!'" — ELIZABETH LESSER, cofounder, Omega Institute, and New York Times bestselling author of Cassandra Speaks
“Just as you wouldn’t use a screwdriver to hammer in a nail, you shouldn’t use the same approach for every negotiation. Seth Freeman’s 15 Tools to Turn the Tide gives you a variety of powerful ways to turn every negotiation into a win-win. Fun to read and full of easy-to-remember tips, this book is a winner!" — KEN BLANCHARD, coauthor of The One Minute Manager® and The One Minute Entrepreneur
"In 15 Tools to Turn the Tide, world-renowned conflict management and negotiation expert Seth Freeman provides the perfect blend of empirical insight to walk both experienced and novice negotiators through any complex negotiation. Whether it’s a high-stakes negotiation in the corporate board room or just trying to convince your Dad to get a cat, Freeman’s tools will get you through any harrowing impasse. It can even help police hostage negotiators, who must negotiate intense, life and death, encounters. A must-read new book." — Lt. JACK J. CAMBRIA (ret.), NYPD Hostage Negotiation Team Commander (2001-2015)
"We’ve all read books that seek to tell the reader what to do to improve things: to fix a relationship with a boss, resolve a disagreement with a colleague, or reach agreement with an adversary. The problem with these books is the whats are easy and obvious. In 15 Tools to Turn the Tide, Seth Freeman focuses on the hows: the specific steps and behaviors that allow you to achieve your objectives. For anyone wanting and needing to negotiate successful outcomes, this book is the holy grail!" — MICHAEL FEINER, former Pepsi Senior Vice President, Columbia Business School Management Professor, and author of The Feiner Points of Leadership
“Learning how to bridge the gap between theory and practice is a true art that can take years to master, let alone teach. Seth Freeman’s new book, 15 Tools to Turn the Tide, manages to not only teach theory, but also how to implement it in practice—exactly when needed most. That alone makes this book an invaluable resource, but Freeman doesn’t stop there and delivers the must-read book to truly be empowered when negotiating.” — LIZ ELTING, founder, TransPerfect, and founder and CEO of the Elizabeth Elting Foundation
"Seth Freeman has found a new and valuable way to handle typical negotiation challenges. This book offers most useful prescriptive advice on how to handle the most frequent negotiation challenges, designed for both the novice and the experienced negotiator!” — ROY LEWICKI, author of Essentials of Negotiation, Abramowitz Professor Emeritus, The Ohio State University
"Seth's book is a thoughtful blend of the science and art of negotiating - both of which are needed for the modern negotiator to thrive. Seth's in-person passion clearly comes through in an energizing manner that gives hope and inspires the reader to believe they can win in their next negotiation - and those chances of winning become more realistic with the knowledge gained in this book." — DR. JEFF THOMPSON, Research Psychologist, Columbia University Medical Center, and former NYPD Hostage Negotiation Trainer
"Seth Freeman has written an eminently practical, useful, and engaging book. Its lessons can make us not only better negotiators, but better leaders. It can help readers find the power that resides within them, even in seemingly hopeless situations, and even when they lack authority over others. 15 Tools to Turn the Tide is both a must-read for leaders and a must-have on your leadership bookshelf." — HELIO FRED GARCIA, president, Logos Consulting Group
“Negotiating can be intimidating, especially when you lack power, but these versatile tools will help you level the playing field.” — KEITH FERRAZZI