Getting Ready to Negotiate: The Getting to Yes Workbook
Author: Roger Fisher, Danny Ertel
List Price: $15.00
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ISBN: 0140235310
Publisher: Penguin USA (Paper) (August, 1995)
Sales Rank: 16,638
Average Customer Rating: 2.5 out of 5
Customer Reviews
Rating: 2 out of 5
A dozen of checklists blown up to make a book
If you like filling lists and pro-forma negotiating "tools" go ahead, plenty of scope for a stiff wrist here, but if you are looking for a book that will really prepare you for a negotiation, forget it. The problem with books on negotiation is that most are either desriptions of the deals the author(s) clinched (self-aggrandizing), where a common fallacy is made ("It worked for me, therefore it will work for you") or soooo boring and uninspiring, that you would rather read a bus timetable to get some inspiration and motivation (without which you will not be a good negotiator, despite hundreds of check-lists you may make).
This work fits into the second category. I suspect,as with most "workbooks" and sequels to relatively successful first works (such as "Getting to Yes"), that these quick follow-ups are mostly an attempt to capitalize and piggy-back on the previous work and "strike while the iron is hot" by regurgitating the same idea over and over.
Read it (pardon, fill it in) if you have nothing better to do.
Rating: 3 out of 5
Excellent Book for Those Just Starting in Sales
Although many of the strategies and prinicples in the book point out obvious everyday issues, it is helpful to see them in black & white. The book's techniques are actually quite simple and useful, but you must have determination for it to be effective. Confidence is something you can't gain just by reading a book; however, at least you can avoid some basic mistakes. Overall a very good book. Similar Products
Getting Past No : Negotiating Your Way from Confrontation to Cooperation
Getting to Yes: Negotiating Agreement Without Giving In
Getting Together: Building Relationships As We Negotiate
Difficult Conversations: How to Discuss what Matters Most
Beyond Machiavelli : Tools for Coping With Conflict
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