Tom Gorman Books
Tom Gorman is an American author and business consultant known for writing accessible guides on management, communication, and negotiation. He has published several works aimed at helping professionals develop practical business skills.
Known for: The Practical Negotiation Handbook
Books by Tom Gorman
The Practical Negotiation Handbook
Negotiation is one of the most important life skills people rarely study deeply enough. In The Practical Negotiation Handbook, Tom Gorman argues that negotiation is not limited to lawyers, executives, or sales professionals. It shapes everyday life: salaries, deadlines, contracts, family decisions, workplace conflicts, and partnerships all depend on the ability to reach workable agreements with other people. What makes this book especially useful is its practical focus. Rather than treating negotiation as a battle of tricks or intimidation, Gorman presents it as a disciplined process built on preparation, communication, emotional control, and ethical influence. The book matters because many negotiations fail long before the conversation begins. People enter discussions without clear goals, confuse positions with interests, react emotionally, or push too hard for short-term wins that damage trust. Gorman offers a more effective path: understand what both sides truly need, create options, manage tension constructively, and close with clarity. Drawing on his background as a business consultant and writer on management and communication, he translates negotiation principles into accessible, usable advice. The result is a handbook for anyone who wants better outcomes, stronger relationships, and more confidence in difficult conversations.
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Goals, Interests, and Positions Matter
Most failed negotiations do not collapse because of bad luck; they collapse because people argue over surface demands without understanding the deeper needs beneath them. One of Tom Gorman’s central lessons is that effective negotiation begins with clarity about three things: goals, interests, and p...
From The Practical Negotiation Handbook
Preparation Creates Real Negotiating Power
Confidence at the table is usually earned away from the table. Gorman emphasizes that preparation is the hidden source of leverage in nearly every negotiation. People often think strong negotiators are naturally persuasive or quick-thinking, but in practice, the most effective negotiators have simpl...
From The Practical Negotiation Handbook
Rapport Builds Momentum and Trust
People rarely say yes to proposals they do not trust, no matter how logical those proposals may be. That is why Gorman treats communication and rapport not as soft extras, but as core negotiation tools. The quality of the relationship often shapes the quality of the result. When people feel heard, r...
From The Practical Negotiation Handbook
Use Power and Leverage Wisely
Power in negotiation is often misunderstood as dominance, but Gorman shows that real leverage comes from options, information, credibility, timing, and self-control. Many people assume power belongs to whoever has the louder voice, higher title, or bigger budget. In reality, negotiation power is mor...
From The Practical Negotiation Handbook
Turn Objections Into Creative Possibilities
Resistance is not always a sign that a negotiation is failing; often, it is the moment when real negotiation begins. Gorman encourages readers to see objections, conflict, and hesitation not as barriers to crush, but as information to interpret. When someone says no, delays, or pushes back, they may...
From The Practical Negotiation Handbook
Create Win-Win, Not Fragile Victories
A negotiation is only truly successful if the agreement holds up after the meeting ends. Gorman argues that the best negotiators aim for outcomes that create value for both sides rather than squeezing every possible concession from the other party. A one-sided victory may feel satisfying in the mome...
From The Practical Negotiation Handbook
About Tom Gorman
Tom Gorman is an American author and business consultant known for writing accessible guides on management, communication, and negotiation. He has published several works aimed at helping professionals develop practical business skills.
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Tom Gorman is an American author and business consultant known for writing accessible guides on management, communication, and negotiation. He has published several works aimed at helping professionals develop practical business skills.
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