Recommended Reading from HospitalityEducators.com | How to Argue & Win Every Time: At Home, At Work, In Court, Everywhere, Everyday

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

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

Success does not come by accident or chance.

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HospitalityEducators.com was created to help hospitality businesses address problems via a training and information resource site to help you increase your Hotel’s revenue, market share and profitability.  With more than 800 pages of tips, guides, best practices, strategies, plans, budgets, videos and resources, HospitalityEducators.com is the number 1 website for independent hotel owners and managers.  This site can help you solve your problems now!      Read More 

KEYS TO SUCCESS  is the umbrella title for my 2011 programs, hospitality services and columns. This year’s writings focus on a variety of topics for hotel owners, managers and professionals including both my “HOW TO” articles, HOSPITALITY CONVERSATIONS™, Lessons from the Field™, Hotel Common Sense™ , THE P-A-R PRINCIPLE™  and Principles for Success.

Feel free to share an idea for a column at john.hogan@hospitalityeducators.com   anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense,


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.

Consulting Expertise and Research Interest

  1. Professional Development for the Organization and the Individual
  2. Customer Service
  3. Making Cultural Diversity Real
  4. Developing Academic Hospitality programs
  5. Medical Lodging Consulting
  6. Sales Management and training
  7. Turn-around and revenue management

If you need assistance in any of these areas or simply an independent review or opinion on a hospitality challenge, contact me directly for a prompt response and very personalized attention.

www.HospitalityEducators.com  is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability.

www.HoganHospitality.com
Your Hospitality Resource for the Hotel Owner, Innkeeper, Manager and Hospitality Industry Associations.

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