For those of you who don’t know, the word higgle means to wrangle over the price and terms of an agreement.
Mike Lander wrote the Higgle Workbook to help people through the negotiation process. Mike is an expert negotiator with a long track record to prove it. He’s taken all his experience and crafted a process that lays out everything you need to know to negotiate large, strategic deals.
The result is something every entrepreneur should have in their arsenal of tools. It takes you through a step-by-step process for negotiating a deal on your own terms, while making the outcome a win-win for you and whomever you’re negotiating with.
If you want to learn more, listen to my podcast interview with Mike Lander:
One thing that most people don’t understand is that negotiating is different from sales. Salespeople say “Yes, yes, yes” as they try to get the deal done, and that’s where the problems begin. Salespeople shouldn’t be negotiating the terms of the deal. They should be getting the commitment to do a deal, and then the negotiator should step in and work out the details.
This book will transform you into a master negotiator because it doesn’t involve tricks or sneaky strategies but a clear process that you go through to get both sides to agree on the key terms. To begin with, most people go into a negotiation without defining the context of the negotiation, their goals, and the principles upon which the deal is structured. Without these, you can’t clearly plot a course to the outcome you want.
The Higgle Book steps in to provide not only structure but actual worksheets that take you through this process. That’s what makes it such an essential tool. Let’s be clear, this isn’t a book. It’s a series of templates structured to lead you through the process.
Mike Lander’s company, Piscari, also offers full training courses in negotiating, which go far beyond the book. You should check them out.
You can Order the Higgle Workbook from Piscari. The Higgle Workbook is something I’d recommend to all entrepreneurs as an ideal starting point.
