Praise for Negotiating Success
“Jim Hornickel has crafted a book that requires fearless self-examination and a willingness to change how you operate. This book is filled with practical tools for professionals who seek to be more effective in a matrix structure. He doesn't attempt to assert conflict avoidance; rather, he constructs an open and systematic program to reduce the opportunity for misunderstandings and win-lose scenarios.
“Hornickel provides a straightforward approach to developing a comprehensive method to effectively communicate via a personal code of conduct and sharing that code with your collaborators. I'd recommend this for anyone who works in an environment that requires negotiations.”
—Dietrich Thompson, HR Manager, Microsoft Corporation
“Negotiating Success is an inspiring book whose time has come. While hard skills are critical in negotiations, soft skills make up the essential ingredients that support mutually agreeable gains. Jim's blend of the two shows how to make the negotiating process human again. His approach on supporting the other in getting what they want invokes reciprocal behavior. This book shows that conflict is not inevitable for sessions to be successful. The reader will raise his/her emotional intelligence, learn the principles of ethical influence, and still come away with the skills and steps to negotiate intelligently. Hard skills with soft edges; that's the winning formula!”
—Michael Connor
Bridge Partnership, author of Insights of a Father, www.insightsofafather.com
“In addition to being right on target with teaching and polishing negotiating skills, this is a page-turner! Leave it to you, Jim, to create a great teaching manual and an enjoyable read! Nicely done, my friend.”
—Jeff Eisensmith, Department of Homeland Security, Chief Information Security Officer
“This book is exhaustive, concise, simple, and accessible to everyone. You find all you need to know to master negotiation, techniques, processes, and examples.
“The knowledge shared with the reader is useful and applicable in many situations or moments we face in life. I would recommend it not only to a sales person or project manager newly appointed, but also to students and young adults starting in life, parents, and teenagers.
“This approach gives equal importance; first to the people, and second to the techniques engaged in the negotiation process. The whole negotiation is seen as a successful relationship between individuals and not a game you must win.”
—Laurent Belle-Perat, Schneider Electric, Global Marketing, Saudi Arabia; Internal Marketing and Communications Manager, Middle East
“Jim Hornickel is a master at negotiations and relationship building. Throughout this thoughtful book on negotiation skills, Jim brings sensitivity to the negotiating relationship so that all parties feel honored and well-satisfied with the outcomes. Jim has shared his negotiation insights in a way that adds real depth and fulfillment to the myriad of interactions we have each day at work, home, and play.”
—Suzanne Guthrie, editor of Managing From The Inside Out
“Negotiating Success is not just another book on negotiation, but instead presents a unique and brave approach to win-win from a genuine and human perspective rather than a clichéd one. It concisely presents the best in negotiation research and techniques and offers practical advice that will inspire negotiators in any situation to live up to the highest standards of their profession.
“Going beyond commonplace, overly simplistic and counterproductive tactics, it provides an innovative and thoughtful alternative. In an overcrowded category, Negotiating Success differentiates itself by challenging the reader to take a holistic and elevated approach to negotiation with skills, techniques, and personal development that works!”
—Vito Loconte, VP, Global Client Finance, United Kingdom IPG Mediabrands
“Negotiation is something that occurs on a daily basis—from a small conversation regarding a work task completion to a more complex agreement on contractual KPI's. Having a resource that can offer a guide for the interacting process that dissolves conflict and builds rapport is so important. This book serves this purpose in a clear and comprehensive manner, effectively contributing to working relationships that facilitate the necessary pace of today's working world.”
—Sarah Sexton, HR Manager, MWH Global, Doha, Qatar
“The fortunate ones who read Jim's work will have an epiphany. The suggestion that all human interaction involves negotiating is profound. Focus outside of the workplace and realize the broad application his book provides. It can facilitate beneficial dialogue between spouses, children, neighbors, and practically everyone with whom we come in contact.
“Additionally, leading with mutuality and respect will result in more simple negotiations, stronger relationships, and a rewarding career…a must read!”
—Robert Torsey, Management Consultant (Former VP at ALCOA)
“Negotiations are sometimes seen as (hard) games, with a winner and a loser. With this book, Jim brings back the humanity in negotiations. If you want to bring your negotiation skills to the next level or … see negotiations from a whole different perspective, you should read this book! It not only gives you thorough background information, but it also gives you very practical ‘next steps’ that will take you through the process.”
—Gabby Staal, President & Founder of LeaderQuest, Partners in Evolution, The Netherlands
“Jim Hornickel delivers the essential keys to successful negotiations: combining the hard skills with the soft edges that create constructive outcomes for all parties.
“Embrace the tools and principles of Negotiating Success so you're fully prepared in advance of all your meaningful negotiations. Learn to stay true to your values, foresee others' needs, motives and desired results, and move confidently through any discomfort and uncertainty on the path to establishing a win-win.
“It's all here, structured flexibly so you can organize and leverage the tools that best suit your background, situation, and intentions. Enjoy the process—and make the world a better place while you're at it.”
—Ken Jacobsen, President, CourageWorks, Inc.
“Jim Hornickel has drawn from such diverse disciplines as neurology, psychology, and physiology to deliver a transformative book which is conversational and interactive. Scenarios, examples, and templates allow the user to holistically integrate the concepts. Thought provoking questions for self-inquiry go beyond just teaching theory to facilitating inner shifts in awareness. This prepares the reader for skilled negotiation by starting with self-knowledge and moving to understanding human nature. From Hornickel's vast experience in the field he provides clear, solid, proven approaches. Anyone involved in conflict resolution, whether in relationships, business, or diplomatic communication, will benefit from reading this.”
—Susan LynneManagement ConsultantSusan Lynne Development, Toronto
“Every once in a while, a truly insightful and practical guide makes its way to our collective hands and hearts—this is the case with Hornickel's latest book, Negotiating Success. At a time when so many work cultures are embedded in fierce competition and an emphasis on individual success, this publication provides a thoughtful, respectful, and alternative approach to negotiating ‘what you want.’ A highly respected and successful leader, Hornickel convincingly espouses a win-win perspective as key to achieving mutually successful and satisfying negotiations. This is a book that I will refer to time and time again.”
—Jan Janssen, Manager, Upper Tier Municipal Government, and author of human interest articles about community, self-care, women, values, consciousness, etc., Ontario, Canada
“When emotions are high, intelligence is low. Negotiating Success creates an eye-opening journey about how we can develop interactions with others using our greater consciousness to get what we want when the stakes are high.
“Negotiating Success is a must read for anyone looking to improve their personal and professional power in effective communications at a deeper level.”
—Loretta Peters, Personal Brand and Online Identity Strategist, www.EnterprisingCareers.com
“Negotiating Success is a must read for anyone who has acknowledged the benefits of win-win negotiating, but has struggled executing at the table. In simple, direct, and actionable language, Jim breaks down the challenges we all face in taking on new habits or behaviors.
“Jim shares the how and why behind breaking negotiating habits that don't serve you and learning new ones that lead to a more effective outcome and a better business relationship. Having worked with Jim on many occasions, take my word for it and buy this book. Read this book, and then put the message of this book into action!”
—Dan Demers, President, ReMission Consulting, Inc. www.ReMissionConsulting.com
“CEO's will find Negotiating Success a detailed handbook for developing win-win negotiating skills within their team. The book is useful as an introduction to the subject, but its real value is as a manual to lead a process of continuing to improve the team's negotiating and customer relationships skills. Mr. Hornickel writes in a very conversational tone, mixing advice with real life case studies to develop win-win negotiating skills within your team.”
—Matthew Falls, Partner, Growthers
“Negotiating Success answers the question which every human being asks: How can I get what I want out of life without the unexpected and unwanted repercussions and, at the same time, generate and maintain real happiness for myself and others?
“Jim Hornickel's template is the very thing you need to accomplish that which secretly drives you and every other human being on this planet.
“Don't read this book. Eat and savor it. Take time to digest it. In doing so, you will walk into a new you and a new future. A future that you and everyone else will appreciate and wish to duplicate.”
—Barry Curtis, Barry Curtis and Associates
“Haven't most of us taken the time to build a reference library, whether it has to do with health, cooking, home repairs, investing, and probably a few on relationships? Well, along comes another must-have to add to your collection—Negotiating Success—which after you note the subtitle you understand that it will apply to situations you encounter every day professionally, personally, and otherwise. The bonus is that Negotiating Success is much more than a reference book. It is really a how-to manual which offers in-depth understanding on how agreements are formed, compromises developed, and goals attained, as well as a personal development guide to help us in our daily activities involving human interaction. Jim Hornickel has left no stone unturned. What a valuable book he has delivered.”
—Joe Harding, Assistant Women's Basketball Coach, Flagler College
