Hotel Training includes Persuasion, Conviction and Negotiation

How to Argue & Win Every Time: At Home, At Work, In Court, Everywhere, Everyday
Gerry Spence

The title of this book is a little deceptive by design, because it is not really as much about “arguing”  as much as it is about communicating.

Gerry Spence, a liberal leaning, very successful lawyer uses the word ”argument” in the overall position of all communication in everything we express, be it a courtroom, coaching a youth team, teaching or just everyday interactions

Spence's opening sentence is that “the art of arguing is the art of living. We argue because we must, because life demands it; because life itself is a argument.”  Spence opines that learning to argue is a mindset that gives one permission to get beyond the fear factor felt by all of us at one point or another. He offers the position that skilled arguments are not self-serving, but a means to show positive outcomes.  A good argument is one in which the greatest good is served.

There are 16 chapters in three main parts:
1. Readying ourselves to Win
2. Delivering the Winning Argument
3. Arguments in Love and War

Part One Addresses Power
Understanding Power
Power of Credibility
Power of Listening
Power of Prejudice
Power of Words

Part Two is more about Strategy
Structuring the Winning Argument
Opening them up
Delivering the Winning Argument
The Magical Argument
The Unbeatable Power Argument

Part Three is more personal
The love relationship
Kids
The Workplace
The Responsibility of Being

I concur with earlier reviews that this is an excellent book for those involved in regular negotiations.   At times, his negotiating manner appears to have the simple manner of TV lawyer Matlock,  but this style is powerful.

Understanding and learning about different styles of negotiating  is a benefit in reading this book S-L-O-W-L-Y because its simple message needs to be digested in pieces

Gerry Spence (1929- ) In 2008, he announced he would retire, at age 79,  Spence states that he has never lost a criminal case either as a prosecutor or a defense attorney. He has not lost a civil case since 1969.

As always, feedback or comments are welcome
Dr. John Hogan CHE CHA CMHS
HospitalityEducators
HoganHospitality

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John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events. He is Co-Founder of www.HospitalityEducators.com , which delivers focused and affordable counsel in solving specific challenges facing hospitality today.

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