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Get smart about personal finance with the art and science of negotiation
Negotiating Your Investments is an in-depth guide to applying the principles of negotiation to your personal finances. With expert insight into the before, during, and after of a successful negotiation, you'll learn how to prepare for and conduct important financial discussions with an eye toward getting the best possible outcome. The book contains practical, actionable guidance toward pursuing what you really want, and tools that can greatly improve your chances of getting it. Clear, concrete advice describes how to influence the other side, avoid being taken advantage of, and direct the conversation to your advantage.
As a rule, investors fail to negotiate over financial matters, to their great detriment. Improving returns, or reducing fees, by a mere 1 percent per year can make a remarkable difference in your bottom line. For example, a million dollar investment that returns 7.5 percent rather than 6.5 percent, over 30 years, will put an extra $2.1 million dollars in your pocket. On the other hand, that much money could easily go straight into someone else's purse. With that much money at stake, good negotiating practices become extremely valuable. Negotiating Your Investments provides the skills and tools you need to hold your own at the negotiating table while offering advice you can put to work immediately. Topics include:
- The elements of negotiation – identifying goals, interests, commitments, alternatives, and power
- Preparation, information exchange, bargaining, and closing and commitment – the four phases of negotiation
- Asymmetric information, conflicts of interest, professionalism, and whom to trust
- Investment vehicles and the economic science that lies behind wise investing
- Hard economic truths involving past results, rational market pricing, diversification, interest rates, and the effect of costs on investment returns
While the focus is on personal finance, the book also includes techniques, analysis, and examples drawn from award winning negotiation courses. It explores the basic theoretical models of bargaining in depth. With Negotiating Your Investments, you'll gain the skills and confidence you need to be smarter, and get better outcomes, in both your financial affairs and the many other negotiations you conduct every day.
- Sales Rank: #820836 in Books
- Published on: 2014-04-28
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x 1.00" w x 6.30" l, 1.04 pounds
- Binding: Hardcover
- 288 pages
From the Inside Flap
Life would be much simpler if every aspect of personal finance was always honest, straightforward, and fairly priced. The truth is, though, managing your money means succeeding in relationships with advisors, stockbrokers, fund managers, banks, accountants, lawyers, and others. Even market transactions contain elements of negotiation. Master negotiating strategist Steven G. Blum knows this better than anyone, and in this book he applies his negotiating insights to the world of individual investing. Once reserved for students of Blum’s award-winning class at the University of Pennsylvania’s Wharton Business School, this pioneering approach to personal finance is now available to all.
To many of us, it seems foreign to think of investing as a type of negotiation, but Negotiating Your Investments presents an innovative perspective that could change the way individual investors operate. Financial advisors and other middlemen are often viewed as neutral service providers, like telephone repairmen or supermarket cashiers. Sometimes they are deeply trusted like doctors or clergy. Steve Blum explains that, in reality, buying securities is a lot like buying a house or a car, and we should constantly be on the lookout for ways to make investment deals that favor us, not the salesmen.
Before negotiating investments, we need to understand the basic principles and concepts that apply in all negotiation scenarios. In this book, Steve Blum reveals the negotiating framework used by the world’s top negotiators. Starting from the process of defining outcomes and alternatives and progressing through the closing phase, this method has gained prominence in top businesses and law firms. The author’s conversational style makes these bargaining techniques accessible even to people who are intimidated by the thought of the negotiating table.
Individual investors could pay millions of dollars in fees, commissions, and other investment costs over the course of their lives. But many have no idea whether they’re getting value for their money, simply because they fail to use the tools of a negotiator. In Negotiating Your Investments, readers learn that the impact of this passivity can make or break a family’s wealth. This book applies a proven negotiation process to personal financial management in a way that allows readers to ensure that, in their approach to investing, they come out on top.
From the Back Cover
PRAISE FOR NEGOTIATING YOUR INVESTMENTS
“Two subjects I enjoy but had never thought about as a pair come together in this book, which gives away the secrets of a successful negotiator, and then applies those secrets to investing.”
—Maria E. Rodriguez, Partner, Venable LLP; former editor-in-chief, Litigation
“This book is a timely and daring endeavor; it combines practical knowledge in negotiations and in investing, while often exposing the misdeeds of a very powerful industry. Many readers will simply wish that they had read all this earlier. Above all, however, this is an effort of a committed educator to extend his teaching hours and student base across time and space. An educator some of us still call affectionately: ‘il professore.’”
—Dr. Seraphim Voliotis, Barrister (np), Mediator; Assistant Professor of Strategy, ALBA Graduate Business School at the American College of Greece
“The financial advice is in this book is sound and merits a close read, but it is Steve Blum’s insights about negotiating that make this book a game-changer. I highly recommend it.”
—Dan Solin, Author of the Smartest series of books
“Negotiating Your Investments is two books in one—the first lets the reader slip into the back row of Steve Blum’s popular Wharton class for a well-organized and illustrated overview of negotiation. The second offers individual investors the client’s chair in Blum’s thriving practice, with pointed advice about how to invest with a negotiator’s mindset. A must-read about how to think like a skilled negotiator when you select a financial advisor or buy investment products.”
—Jennifer Beer, Negotiation & Dispute Resolution instructor, Wharton School, University of Pennsylvania; Principal, JB Intercultural Consulting; Author of The Mediator’s Handbook
“Professor Blum undertakes a doubly difficult task: explaining the elements of wise investing and explaining strategies for working with the sometimes strange characters who are financial professionals. The book is a complete success. Even though his topics will not in themselves excite all readers, Blum writes so engagingly that anybody concerned about his or her financial future will enjoy learning from this book. So many works offering financial advice merely put old wine in new jugs. By focusing on negotiation aspects of investment, Blum introduces something new and deeply important.”
—Alan Strudler, Professor, Legal Studies and Business Ethics, Wharton School, University of Pennsylvania
About the Author
STEVEN G. BLUM is an expert negotiator who works with corporations, individuals, and nonprofits to refine their negotiating techniques. He is a principal in the firm of Steven G. Blum and Associates, LLC, and has conducted seminars in the Executive Education Programs at the University of Pennsylvania and Harvard Law School. He has been teaching in the Department of Legal Studies and Business Ethics at the Wharton School of the University of Pennsylvania for over twenty years.
Most helpful customer reviews
10 of 10 people found the following review helpful.
An eye-opening look at investing
By Marcia Layton Turner
We've all read investment guides in the hopes of maximizing our returns. Many are interesting. Some are entertaining. Few are useful. Professor Blum's book is all of those things. It's actually two books in one - a guide to negotiation and a guide to applying those lessons to investing. I picked up ideas here I had not seen elsewhere.
9 of 9 people found the following review helpful.
Must read
By Ruslan Zagatskiy
In this book, Steven Blum masterfully teaches critical negotiation techniques. His strategic approach is intuitive and practical for all walks of life. These teachings really shine when combined with the investing expertise he brings to the table. Professor Blum blends these two challenging subjects into a book that is engaging, easily digestible, and genuinely useful. You will walk away with a deep understanding of not only negotiations and investments, but the subtle interplay between the two. Most importantly, Blum will provide you with the necessary skills to make the best possible investment decisions.
5 of 5 people found the following review helpful.
Valuable advice instead of get rich quick schemes
By Joanne K.
This is not the kind of book that tells you how to use fancy investing tricks to make millions in the stock market. And that’s why you should read it. The author pulls no punches on what investing is all about. He admits that investing can be very tricky and full of deceptive practices. That, of course, is why you need to know how to negotiate. I’ve been an investor for a long time and I’ve never even thought of many of the TECHNIQUES Blum teaches. The best part is that his negotiating tips ARE VERY valuable outside investing. You can use them in all areas of your life. He definitely gives you something to think about. A great read for experienced and inexperienced investors alike!
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