Book Description

Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict. ... Read more

Reviews (66)

Essential reading
This is the first book I've read on the issue of negotiation. The book is easy to read, and the authors use good, solid examples to illustrate the techniques they are teaching. The end of the book, with it's summary review, really pulls it all together. The writing style is clean, clear, and simple, without being so simplistic as to seem unbelieveable.

The authors try to show readers how to remain objective in negotiations, rather than letting their emotions take control. The speak of being "soft on people and hard on principles", the idea of staying focussed on the problem and not attacking or blaming people. The parts I found most useful are the notions of focussing on interests rather than positions, and finding alternatives that will allow both parties in the negotiation to gain something. The idea of moving away from positions to finding the common ground of shared interests is one that is particularly useful in that it can be applied to any situation, be it a parent/child conflict, a work situation, or any negotiation. This concept shows readers how to focus on their long term goals rather than on being "right" and winning in the short term.

I have used the techniques in this book to great success many times, in a variety of areas in my life. They are easy to use, and they work! I highly reccommend this classic text to everyone.

This book is the foundation for successful negotiations
I read this book in an MBA course for Dispute Mediation. Although it was not a required reading, every text and article mentioned this book. You can easily read it in a weekend. Do not expect theory, paradigm, or lofty descriptions-this is cut to the chase stuff that lets you know many techniques for negotiating and helping the other side make a decision that is right for all involved. Some helpful key concepts include elimintating emotions from the process, or dealing with the emotional techniques that the other side may use against you. It also describes BATNA, or the best alternatives to a negotiated agreement-those agreements which may be the most realistic and beneficial terms for both sides. I think that the other book, getting past no, by the same author, is an additional reference that anyone considerring this book should also read as an excellent complementary text to the principles outlined in this classic.

Don't take it personally!
I must confess I ordered and read this book because my new boss recommended it. Well, now that we have unpacked all the boxes from our move to take this job - I find we have about 5 copies of this book. This book is GREAT! This is not a new book but has been read by millions of people and is now a classic. The first edition came out in 1981 and the second edition 10 years later. The newest edition benefits from many updates and has an additional chapter (#10) with common questions (and answers) that people have commonly asked about Getting to Yes. This new chapter really helps the reader to understand the method better - in fact I can't imagine the book without it. One of the best things that authors Fisher, Ury and Patton do in this popular book do is give the reader a practical framework for developing better relationships that lead to better outcomes in life and work. The ideas are helpful in getting along with family as well as in the workplace. In many cases their methods will sound like things you already knew and have practiced in some of the more successful moments in your life. However, the book puts it all in perspective and gives you the complete picture to know why it works better when you focus on helping the other person get what they want so you can, too. After reading Getting to Yes you will be more prepared to negotiate more effectively in every type of situation. This book helped me decide I like the new boss, too!

Don't buy from audible
Don't buy the audio version from audible.com .

Their programming skills are terrible. I could not download some of the books I bought, could not burn into cd the ones I could download, and forget about making it work with an mp3 player, unless you're lucky.

I know about 5 people who bought stuff from there and only one had the luck of downloading a working file and burning it successfully to a cd.

The quality of the narrations is awful, at least in the books I managed to hear (only on windows media player, nothing else worked). If you're used to books on cd or tape, you're up for a big disappointment buying from audible.

On top of all that, they have the worst customer service I have ever witnessed. The site was not working right when I tried to purchase there for the first time. I sent them a message with no answer.

In a second attempt, I bought the stuff and some files never downloaded (which means they just stole my money and I don't know what I can do since I don't live in USA). I sent another message with no answer again.

Then their weird program, which turns Windows Media Player automatically on instead of working alone, showed no compatibility to Itunes and no possibility of burning cds or dreaming about hearing books on Ipod. I sent them a third message and nothing. A fourth and guess what? Nothing again.

So I am at least trying to warn other people here to avoid being caught by such scheme. I hope Amazon gets rid of audible as soon as possible. I always got great service from Amazon and the affiliated bookstores, or even other stores selling electronics, health products and others, but audible is just the worst company I ever wasted my money with. Too bad we cannot give notes to them like with the affiliated booksellers.

Sorry by the poor text, I am just mad with them.

Packed with Knowledge!
Authors Roger Fisher, William L. Ury and Bruce M. Patton offer a seminal step-by-step guide to negotiating effectively. The authors use anecdotal examples to illustrate both positive and negative negotiating techniques. They believe that, with principled negotiation, both parties can reach an agreement in an amicable and efficient manner. Principled negotiation is based on the belief that when each side comes to understand the interests of the other, they can jointly create options that are mutually advantageous, resulting in a wise settlement. Since this is the second edition, the authors take the opportunity to answer ten common questions from readers of the first edition. If you become skeptical about these fairly rosy negotiation techniques as you read, the Q and A section is very useful. This classic text is easy to understand and you can implement its techniques immediately. We can't ask for more than that. ... Read more

Book Description

Updated with more than 50 percent new articles, Negotiation explores the major concepts and theories of negotiation and bargaining psychology, and helps professionals understand and resolve both interpersonal and inter-group conflicts.

Roy J. Lewicki is a professor at Ohio State University. David M. Saunders is a dean at the University of Calgary.John Minton is the president and CEO of Havatar Associates, Inc.Bruce Barry is on the faculty of Vanderbilt University.

Reviews (2)

Academic
The articles in this book are great reading. They provide thoughtful insite on many different topics. The cases, however, are completely useless without the instructors' manual. As best I can tell, the instructors' manual is not available for purchase unless you are using this book for a class. Therefore, in my opinion, this book is a poor value outside the academic world.

Comprehensive collection of articles and exercises.
This falls between the average "how to" and academic journal type articles. Great for classroom use, or for enterprising individuals who want to teach themselves about negotiation. Nearly all the authorities in organizational behavior and negotiation are included here. Nice variety of approaches to the subject. Exercises cover the range and include material on natural environment and on international negotiation. International material needs more, but gives good beginning frameworks. Exercises need teacher's manual (forthcoming?). ... Read more

Reviews (25)

Best of Breed
I have read extensively on negotiation, including everything written by folks affiliated with the Harvard Negotiation Project. I think that _Getting Past No_ is the best of all the books.

Its conciseness is deceptive. The concepts expressed are profound. For example, I cannot count the number of clients to whom I have explained the concept of BATNA (best alternative to a negotiated agreement, i.e. what you do if the negotiations fail) before we head into a session of mediation or other negotiation. I have reread this book several times at widely spaced intervals and have found it better than I remembered each time.

I think this particular book is also much more helpful to those who participate in negotiations that are less structured than labor or arms negotiations that are highly choreographed than was _Getting to Yes_, which at times seemed to assume that all players in the negotiation would be using the same text.

Impasse Blockbusting
In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes." In "Getting Past No" Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is "interest based" rather than being "rights based" or "power based." Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements.

The specific wonder of this book, is its focus on what to do, when you don't know how to get past a problem. Ury calls his method the "Breakthrough Strategy" and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process.

Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these 'steps' by the following designations: "Go To The Balcony", "Step To Their Side", "Reframe", "Build Them A Golden Bridge" and "Use Power To Educate." These simple concepts are extremely useful tools for negotiators and mediators alike.

There is no disappointment in this book. The approach and the writing style are just superb. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis.

Extremely Helpful
This is probably the most useful book I've ever read. I'm kicking myself for not reading it sooner. 1000 thanks to Dr. Ury. This is one title you will never regret buying.

Worth it's Weight in Gold
This book doesn't claim to be a book on LISTENING, and yet it subtly explains and beautifully uses the key elements of listening.
This book doesn't claim to be a book on DIALOGUE, and yet it subtly explains and beautifully uses the key elements of dialogue.
This book doesn't claim to be a book on APPRECIATIVE INQUIRY, and yet it subtly explains and beautifully uses the key elements of appreciative inquiry.
This book doesn't claim to be a book on ASSERTIVE COMMUNICATIONS, and yet it subtly explains and beautifully uses the key elements of assertive communications.
This book doesn't claim to be a book on SYSTEMS THINKING, and yet it subtly explains and beautifully uses the key elements of systems thinking.
This book doesn't claim to be a book on MENTAL MODELS, and yet it subtly explains and beautifully uses the key elements of mental models.
This book DOES claim to be a book on NEGOTIATION, and is clearly the best of the best. The book beautifully shows how one can effectively use all of the above skills during everyday negotiations
All the examples are crystal clear and convincing. Read it, refer to it often and profit from it.

Easy to read book for beginners
It is the best book for the beginners to learn negotiations by in a day. The book is easy to read and to the point. For advance readers I will recommend "Essentials of negotiation by Lewicki et al" ... Read more

Book Description

This book provides the most current, thorough, and contemporary account of the factors affecting the organizational design process, making important organization theories accessible and interesting. It addresses the many issues and problems that are involved in managing the process of organizational change and transformation, providing direct and clear managerial implications.Topics covered in this comprehensive book are the organization and its environment; organizational design; organizational change; and finally, interesting case studies that illustrate the concepts presented.A useful book that is appropriate for managers in any organization. ... Read more

Amazon.com

Start with No, by negotiation coach Jim Camp, is a tenaciously contrarian guide to the art and science of give-and-take that proposes a viable alternative for today's prevailing "win-win" approach. Beginning with an inverse premise--that having the right to say "no" and veto any agreement is actually the key to favorably concluding the various deals and transactions we face every day--Camp's procedure counters the common emotion-based urge to compromise ("a defeatist mind-set from the first handshake") with a series of less intuitive decision-oriented actions. "My system teaches you how to control what you can control in a negotiation," Camp writes. "When you do so, you can and will succeed (understanding that success sometimes means walking away with a polite good-bye)." Emphasizing the importance of this underlying attitude, his method combines related steps like defining a mission, understanding the adversary, assessing fiscal and emotional investments, preparing an agenda, and tracking behavior. Each is fully explained, as are associated skills such as how to structure a question to elicit a truly helpful response (e.g., "What else do you need?" vs. "Is there anything else you need?"). Despite its unorthodox manner, if diligently applied, the route that Camp details here may indeed produce winning results. --Howard Rothman ... Read more

Reviews (22)

doormats, sensitive people...we need this
finally, a book that tells you how to not get the short end of the stick. there is no hype in this book. this book is an instruction manual describing, in very clear detail, how to be in control of any negotiation. that means, anything from negotiating with a difficult teenager to brokering a million dollar deal.

this info really opened my eyes; I'm not a complete pushover, but I'm not some pit bull. i've always shyed away from sales and negotiation because i felt my empathy for others was a weakness. WRONG! this book isn't about being an a-hole, being rude, or being fake. it's about taking your empathy as a strength, of being clever in an elegant way. there are such detailed instructions and examples, i can't see why you can't lift these examples and use them in your life. in fact, right after reading this book, i started using some of the example phrases, and found them very empowering.

finally...the nice people can win and still remain the good guys.

No Is NOT A Four Letter Word!
I couldn't believe my eyes-- someone wrote a whole book about the word NO!

I found this gem by Jim Camp as I was developing a suggested reading list for my own book titled, Rat Race Relaxer: Your Potential & The Maze of Life where chapter six is titled, "Learn to say no -- put YOU first sometimes." I could not find a more thorough negotiating guide than Start With NO. I encourage readers to embrace the strength of this two letter word and Jim Camp agrees that NO is a powerful message!

Don't waste another day, buy Start With No by Jim Camp and Rat Race Relaxer by JoAnna Carey and you will find a new world of possibility.

397 degrees away from convention
well, it isn't that win-win is bad (after all, one enters into agreements which deliver perceived advantages)... the situation is that few think about how to interact for the purpose of most favorable result and nearly everyone is pathologically afraid of getting to a no. camp has it generally correct -- in respect of experienced vs inexperienced negotiators and the meaning of words in context -- and writes well. all in all a good read.

Close More Sales
Using Jim Camps's negotiating tips will definately help me in my sales career. Learning to say "No" is a lot harder than it sounds, but you will be a lot more effective if you can. I found out about this book in the suggested reading list of another effective business motivation book called Rat Race Relaxer: Your Potential & The Maze of Life by JoAnna Carey.

Boring
Half of this book is spent on decrying the "Win-win" philosophy of negotiation. The author flatout says those who search for Win-Win situation are amateur negotiators who need his help. Then he writes about how we all can be a negotiation shark like him and negotiate everyone's shirt off their backs. By this time, he totally lost my interest. I must say, I didn't finish this book. In fact, I regret I read 70% of it. There ARE situations when hardball negotiation tactics are suitable. But to use it all the time without ever coming to a Win-Win conclusion may spell long term disaster. ... Read more

Book Description

While many books offer sample forms and advice about drafting clauses for retail, office, and industrial leases, few examine the essential business issues underlying each clause of the lease from both sides of the negotiating table — tenant and landlord alike.

Whether you are a business owner about to sign a lease, a real estate professional determined to draft the ideal transaction for your client, or a landlord looking to protect profits and property simultaneously, Negotiating Commercial Real Estate Leases can help you understand

*The obvious and not-so-obvious differences between “standard” landlord and tenant leases.
*Specific negotiating strategies for retail/shopping center, office and industrial leases.
*The critical economic and legal issues at stake in each clause of the lease.
*Which points are most easily negotiated under what situations and which points aren’t worth the time spent arguing.
*What alternative clauses and solutions can be offered to create a deal that works for both parties.

As the basics of term, rent, premises, assignment, maintenance, insurance, default, taxes, alterations, and more are covered, author Martin Zankel uses wit and wisdom to break down confusing legalisms and offer basic negotiating strategies for each situation.

The book also includes two appendixes that provide examples of a tenant-oriented lease and a landlord-oriented lease. ... Read more

Reviews (2)

A well crafted, superbly presented instructional guide
Negotiating Commercial Real Estate Leases is a well crafted, superbly presented instructional guide for the business owner and a "must read" before signing a lease. Readers will learn the obvious and not-so-obvious differences between so-called "standard" landlord and tenant leases; the critical economic and legal issues implicated in lease clauses; which points are most easily negotiated under what situations and which points aren't worth the time spent negotiating; what alternative clauses and solutions can be offered to create a leasing deal that works for both the business tenant and the building landlord. Negotiating Commercial Real Estate Leases will save the prospect business tenant a great deal of time, money, aggravation, and future real estate leasing-related disappointments.

Negotiating Commercial Real Estate Leases
Absolutely the best real estate book I have read. This is not a get rich quick scam. It disects commercial real estate transactions using a sequence similar to that of an actual sales contract. He points, step by step, to each part of the negotiation process from both the buyers and sellers point of view. Then he explores negotiating options that lead to mutually beneficial result. I have read and studied this book. It is absolutley invaluable to me, and I am not even in the commercial end of the business. I would think that any broker, realtor or principal who negotiates complex real estate transactions would benefit from this book. Why doesn't he write more? It's a shame. ... Read more

Book Description

Reviews (34)

We All need to negotiate ALL of the time
This book is about negotiation as an integral part of successful human conduct. Mr. Cohen is not only a negotiator by profession, but also by obsession. There are Many helpful hints in this books; for example the Three Crucial variables (Power, Time and Information) and also the 14 applications of power. This book is easy to read and full of real life anecdotes about real negotiations that range from a kid who "successfuly" negotiates with his parents , to shop bargaining and to complex international negotiations as between the US and former USSR. This book will be helpful to all people from all walks of life; negotiation is a part of everybody's life.

Top choice book for negotiation
I used to teach a negotiation course for a foreign city government. If you are interested in learning negotiation but have not read this tiny book, please grab one for yourself. You are guaranteed to have fun to read it and to learn the best lessons on negotiation from a bargaining expert, Herb Cohen. This classic negotiation book vividly explains the most important negotiation principles though many amusing negotiation scenarios, ranging from buying refrigerators to bargaining with terrorists. After reading the book in 1994, I loved it so much that I decided to read more negotiation books and ended up writing and teaching negotiation myself. This is really a gem of the negotiation study.

Best Book on Negotiation Ever. Period!
I am back reordering this book to hand out to some new employees and I saw the previous review, which slammed this book. Had it been a Ken Blanchard book, I probably would have moved me (and my cheese) over to the purchase area and forgotten it. However, this book, "You Can Negotiate...." is one of the most influential books I have ever read, with lessons that I use daily in running a 100 mil plus division of a Fortune 1000 company.

Bottom line is that this book is the best negotiation book I have ever read. ( And I've read a lot of them... not to mention way too many seminars)

Mr. Cohen is entertaining and reveals the common elements of all negotiation, whether it is in business or your personal life.

Read it, enjoy it, and learn. It's a classic.

Terry

Negotiation skills are critical in today's world
What a wonderful book. I learned about negotiating ethically and skillfully from this author. You will too. This book is a must read if you want to learn how to leverage your negotiations, and obtain the best results. Bravo!

Herb Cohen what took so long?
But thankfully your new book NEGOTIATE THIS written in the same style as YOU CAN NEGOTIATE ANYTHING is a laugh out loud funny book and a great read.

If you are in business or just deal with people this book will beome your Bible.
Ellen ... Read more

Book Description

All day, every day, we negotiate: with our friends, spouses, children, boss, customers, and co-workers. A Woman’s Guide to Successful Negotiating builds on women’s innate skills in professional and personal situations. Drawing upon their considerable experience, as a top corporate negotiator and as an investment banker, Lee and Jessica Miller have developed proven strategies, tactics, and techniques that tap into women's abilities to convince, collaborate and create. The authors feature innovative strategies for negotiating with aggressive men and competitive women. The authors also explore the ten common mistakes women make during negotiations and how to avoid making them. In addition, the book will teach you 3 keys to successful negotiating. Whether negotiating for a raise or where to go to dinner with your boyfriend, this book shows you how to get what you want.

What others are saying about A Woman's Guide to Successful Negotiating:

"Breakthrough perspective. Every woman can benefit from this indispensable guide to getting what you want."--Cathleen Black, President, Hearst Magazines

"No matter what the situation, this book provides you with the negotiating techniques and the overall confidence to deal with the issue."--Rose Marie Bravo, Chief Executive Officer, Burberry Ltd.

"Whether you are in the boardroom or at home with your kids, this book shows you how to get what you want and do it with style."--Lisa Hall, Chief Operating Officer, Oxygen Media

"Lots of practical advice on how to win with a woman's touch."--Jan Hopkins, Anchor, CNN Street Sweep

"A useful book for women on the art of negotiating . . . in business, in personal relationships, in every area of life."--Donna Lagani, Publishing Director, Cosmopolitan Group, publisher of Cosmoplitan magazine and CosmoGirl

"An invaluable source of wisdom for woman,young and old, who want to take their place in the world."--Christine Baranski, Emmy and Tony Award Winning Actress

Reviews (4)

Saw This On Good Morning America
Then I picked it up and read it. An amazing book. I was able to use the advise immediately and found that it helped me get what I want at work and at home with my husband and children. I don't expect to need the chapters on cars, houses or divorces but the other chapters are directly applicable to things I have to deal with every day.

Taught me how to negotiate in all aspects of your life
After reading this book, I learned that everything really is negotiable, all you have to do is ask. It taught me how to approach negotiating in my daily life. Now, I can get what I want and it is fun! I didn't realize how often I was negotiating, but now I can control the deals I make. It is easy to read and very empowering. I highly recommend reading it.

A great read for anyone looking to improve their negotiating
The book is a great read for any woman and can be especially helpful for those just starting out in today's business world. With a straight to point the narrative and candid anecdotes and interviews, the book offers a fresh perspective to negotiation for a woman's point of view. A great read for anyone who is trying to improve their negotiating techniques!

Every Woman Really Can Benefit From This Book.
I never thought I could negotiate but after reading this book I find that I am able to get what I want, not only at work but from from my husband and from my friends as well. The techniques described in the book even work with my children. I expected to find advice about negotiating at work but I was surprised to learn how the same techniques work at home as well. Learning to negotiate truly is empowering. ... Read more

Book Description

The seventh edition of this best-selling book continues to provide readers with a realistic picture of actual collective bargaining and labor relations situations drawn from the authors' considerable experiences. Sections of actual labor agreements as well as arbitration cases and decisions of the National Labor Relations Board (NLRB) and the courts illustrate and emphasize contemporary issues of collective bargaining and labor relations. Experts in the fields of labor law and arbitration have contributed “tips” on how the concepts in the book can actually be applied.In addition to covering history and law, workplace challenges, the collective bargaining process, and labor contracts, major features of this new edition include expanded coverage of public sector labor relations, international collective bargaining issues, union organizing and avoidance strategies, and collective bargaining in professional sports.Because of its comprehensive coverage and excellent resource material, this book is an excellent reference for human resource directors, labor relations directors, personnel directors, and labor negotiators. ... Read more

Reviews (3)

Great Book
Great book for the novice negotiator or student.Current, easy to read, practical examples.

Concise & complete
The authors provide a complete & concise discussion of the process of collective bargaining within a general labor relations context. Many, current cases, tips from experts, and historical references help present the concepts. A solid text for the novice negotiator or interested student.

Carrell and Heavrin Update The Field
Michael R. Carrell and Christina Heavrin's 6th edition of Labor Relations and Collective Bargaining; Cases, Practice , and Law is an excellent contemporary and very readable book. Included are supplementary materials and even important Web sites of the companies and labor organizations featured in the text. Relevant and up-to-date case studies and exercises follow each chapter, enhancing opportunies for group work and practical application. Chapters 10, 11 and 12, which cover implementing the collective bargaining agreement, grievance procedures, and arbitration process are particularly comprehensive and well presented. Included in these chapters are excellent examples of items in a negotiated contract, forms used in the grievance process, and recent arbitration decisions. Each chapter also ends with a list of important terms and concepts and review questions. This book has wide application and use for either an introductory course at the lower division or upper division courses at the Colledge or University level. ... Read more

Book Description

THE SCIENCE OF INFLUENCE

"Want to influence others? Want to persuade others? Want to sell others? Then this book is not an option—it's a landmark breakthrough of information you can use the minute you read it."
Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling

"I shudder to think what an evil-minded person might do with these secrets of persuasion, but I also marvel at what good someone else could do, as well. An astonishing, eye-opening, even amazing work."
Joe Vitale, author of The Attractor Factor

"Kevin Hogan is that rarest of breeds: an expert who not only is master of his subject, but also understands how to teach it masterfully. No one in the business of influencing others—and who isn't?—can afford to be without this book."
Richard Brodie, author of Virus of the Mind

"Kevin Hogan has written that rare how-to book on the topic of persuasion that is rooted in current psychology research.¿The Science of Influence is an intelligent, practical, entertaining, and provocative guide."
Professor Robert Levine, author of The Power of Persuasion: How We're Bought and Sold

"Influence used to be an art. Thanks, in large part, to Hogan, it is now a science. He is the obvious expert in the field of persuasion, and this book is the most authoritative work on the subject today."
Elsom Eldridge Jr., coauthor of How to Position Yourself as the Obvious Expert

"Kevin Hogan's book is a must-read for everyone who wants a high level of success. There is one secret in Chapter 11 that makes the book worth more than ten times the price. I bought twenty advance copies to give them away to my family, my good friends, and everyone who works for me."
Frank J. Candy, MBA, PGA, CPC, President, American Speakers Bureau®

"This book's message will become the formula for influencing change in the workplace and personally, especially in these difficult and changing times."¿
Richard Harte, PhD, author of¿What's Keeping Your Customers Up at Night? ... Read more

Book Description

Labor Relations, the most accurate, readable, timely, and valuable book of its kind on the market, provides readers with a basic understanding of unionism in its natural habitat and a fundamental appreciation of the union-management process.It focuses on the negotiation and administration of labor agreements, and emphasizes the more significant bargaining issues. The 11th edition includes much new material and an extensively revised and updated bibliography.For vice-presidents and directors of labor relations, union presidents, and others who are full-time labor-management professionals for either managements or unions. ... Read more

Book Description

Based on the latest research findings, this book provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, It combines a strong applied flavor with straightforward and lively writing, presents a unified, comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally. For attorneys, arbitrators, and other negotiatiors, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

Reviews (4)

Comprehensive and Practical
As a professor of Organizational Leadeship and Conflict Resolution...as well as a practicing mediator and negotiator, I found this book to be of great interest. There are many books on negotiation that either focus on the simplistic bargaining tactics or the theoretical implications of negotiation. This text skillfully integrates both of these elements providing the reader with a comprehensive viewpoint as it relates to negotiation.

Of specific assistance were the many helpful examples and tips placed throughout the book. If I had to criticize the book, I would only say that it is not a simple read per se for the beginning negotiator. That is, there are elements of logic, weighted analysis and such that the novice negotiator may get lost in. Looking past that, there are many helpful tips, tactics and theories that any negotiator could benefit from.

Now if the price could just come down a bit (I'm negotiating), then this would be a perfect book for a course on negotiation!

Good (supplementary) book on Negotiation
The book is very well structured and extremely readable with real case problems. It starts off with the big picture of negotiation, leads to specific points, and includes toward the end a lot of "people skills" (likes social dilemmas or different cultures). The book is neately structured with a great conclusion at every chapter. Quantitative support is used only where necessary and therefore kept to a minimum. I recommended as a supplementary book to Getting to Yes (still my all time favourite) or The Art and Science of Negotiation (for the very serious student).

Brilliant tool to prepare for/evaluate negotiations
Thompson's book provides an easy to read guide for both the novice and experienced negotiator. While providing clear strategic advice on what to do at and away from the table, this book goes one step further by providing insights into the mental models of negotiators and the biases that can seriously hinder one's negotiated outcome. I used this book for a negotiation course at Harvard, and continue to refer back to it in my work and personal interactions.

Excellent negotiation template backed up by solid research!
Thompson's book is an excellent book on negotiation! I took it for a negotiation class at MIT and it put forth many strong working concepts on preparation, conduct of negotiations, decision making, relationships and explains common dilemmas. A good additional chapter would be one detailing the creation of a negotiation template. ... Read more

Amazon.com

Men ask for what they want twice as often as women do and initiate negotiation four times more, report economist Linda Babcock and writer Sara Laschever in the footnoted but engaging Women Don't Ask. With vivid research examples drawn from cradle, classroom and playground, the authors detail culture as the culprit in discouraging women from negotiating on their own behalf.

Men, socialized in a "scrappier paradigm," learn to pursue and energize their goals at work and home. The two key elements are control and recognizing opportunity. For example, girls, rewarded for hard work, learn to see control as outside of themselves while boys are urged to take charge. Boys are schooled to recognize opportunity and girls to choose safe targets.

Several chapters are focused on prescription; how women can decrease anxiety, anticipate roadblocks, plan counter-moves and resist conceding too much or too soon. The authors shine in their examination of culture and gender--and their optimism about how women can counter the culture. They falter whenever they adopt the "sexes-from-a-different-planet" fallacy. Most notably, in a chapter that details a "female approach" to negotiating. Overall, the authors have created a smart summary of research and used it to affirm every woman's urgent right to ask. --Barbara Mackoff ... Read more

Reviews (9)

Highly Recommended!
The debate on gender equity often emphasizes that women earn less than men with similar experience. Authors Linda Babcock and Sara Laschever say that while women may indeed be the victims of external forces, they also to some extent may suffer from their own inability, unwillingness or aversion to negotiate or make demands. In fact, men negotiate four times as frequently as women, and get better results. Men are much more apt to make demands and ask for benefits, pay increases and so forth. Men make more money not necessarily because the system is overtly discriminatory - though it well may be - but because men demand more. The book tends to belabor its point, and sometimes the evidence does not seem as well-presented as it might have been, but We found that it sheds useful light on a knotty social problem. Perhaps it will spur more women to fight - or to continue to fight - on their own behalf.

Powerful!!
I read this book in almost one sitting. It has compelling factual data and riveting anecdotes. But, unlike Backlash, by Susan Faludi, which was almost totally negative, the authors also look at women's strengths in negotiation, and give some ideas for how to put their ideas into action.

It's not a how-to-negotiate book; I've spent the last 23 years practicing corporate law, negotiating sophisticated legal transactions and running an in-house department. This book goes beyond "how to" into "why". Essential reading for any woman!

Highly recommended
This book is incredibly well-researched and thoughtfully laid out. It builds its case beautifully with interesting examples, then backs it up with empirical research. And credit to the authors' writing styles, for they do not point fingers or whine about the way things are. And they never fall into a dry style of writing. The book flows nicely, and is easy to read.
Most importantly, they shine a light on issues women have in asking for what they deserve and by laying out their case in such a well-articulated fashion, they help provide answers that we can all act upon and move forward with.
The issues that the book explores impact women across all facets of their life -- from negotiating child care responsibilites to getting the recognition and compensation they deserve on the job. As a co-author of the business book "The Old Girls' Network", I see these issues in evidence in how women buiness owners also negotiate -- for contracts, for customers, in how they price their products and reticence about charging appropriately. So, I would say this book has broad appeal to stay at home moms, women in corporate life and for the large contingent of female entrepreneurs. It is a must-have addition to all of our reading lists, and one that should bring positive results.

Women have come a long way but...
In recent comments about a novel featuring a women who was number 1 in her class--ahead of 262 men--former U.C. Berkeley, Boalt Hall Law School Dean Herma Hill Kay said: "Women in the law have come a long way since the l960s, making up 60 percent of this year's freshman class of Boalt, but, as in Poswall's book [THE LAWYERS: Class of '69], women are still treated differently in the classroom and in the courtroom." How can it be that even as a majority, women are not accorded the status this would imply?

Babcock and Laschever explain why. It is not enough to outnumber men; it is to value one's own worth. And, I might add, as a trial lawyer, I am often confronted with the fear of leaving a women on a jury to judge another women. As this book demonstrates, women can do it to other women as much as they do it to themselves.

Courageous women, like the real Herma Hill Kay, first women dean of Boalt Hall Law School, as well as the fictional character, Rose Contreras, in the above novel, have led the way, against hostility and prejudice in the 60s. Now, as Babcock and Laschever show, it is up to women in this generation to go the extra step to full equality, first in how they see themselves, and then in the workplace and in their personal lives. It should be comforting to realize that, finally, women are close to having control over their own lives. This book shows how.

A must read...
This book will help you see areas in your life where you can achieve more. There are truly differences between the workplace style of a man and a woman. Women need to learn to be more assertive and ask for the things they want.

I have purchased copies of this book for co-workers and my administative assistant. This should be required reading for every female in college.

Well written, well researched, and very useful. Worth every penny. ... Read more

Book Description

This broad, balanced introduction to organizational studies enables the reader to compare and contrast different approaches to the study of organizations. This book is a valuable tool for the reader, as we are all intertwined with organizations in one form or another. Numerous other disciplines besides sociology are addressed in this book, including economics, political science, strategy and management theory.Topic areas discussed in this book are the importance of organizations; defining organizations; organizations as rational, natural, and open systems; environments, strategies, and structures of organizations; and organizations and society.For those employed in fields where knowledge of organizational theory is necessary, including sociology, anthropology, cognitive psychology, industrial engineering, managers in corporations and international business, and business strategists. ... Read more

Reviews (2)

Great book!!
As a novice to organization theory, I am reading Hal Rainey's book on public organizations and this book. This book is well written and gives balanced points of view over various theories and perspectives in the organization studies. This book is adopted as required readings in many PhD courses on organization theory.

PhD student from Navarre, FL
This book is poorly organized and poorly written. I do not recommend this book as a good text book for organizational theory and practices. ... Read more

Book Description

If you think that hard work and good decision-making are the only keys to running a successful business, think again. Although these issues are critical in any business endeavor, in reality it is the paperwork that is key to creating and maintaining your business. That’s right, paperwork! From employee contracts to real estate leases, these and other legal documents are incredibly important, but can be difficult to decipher.

If you’re a business owner who is not a legal expert, Business Contracts Kit For Dummies will provide you with advice, forms, and contracts that will allow you to clearly spell out your business intentions to employees, vendors, and customers.  Even if you’ve been in business for a while or are a legal expert,  you can still benefit from this book by using the nearly 200 sample contracts and documents contained on the companion CD-ROM.

Using jargon-free language, this easy-to-use guide will introduce you to the basics of contracts and show you how to draft a variety of other legal documents. Business Contracts Kit For Dummies also covers the following topics and much more:

• Forms for businesses big and small
• Understanding the essentials of contracts
• Incorporating your business
• Drafting employment contracts
• Conquering leases, licenses, and loans
• Tackling Web agreements
• Avoiding common contract mistakes

Book Description

Much more than simply a list of protocols, Cultural Intelligence helps readers develop a mind-set that can be applied to any number of countries, cultures, and business situations. It is a systematic way to approach the tremendous variety of interactions and challenges that business people must face around the world - much easier and more realistic than documenting every trait of every culture and preparing to cater to each. This book presents a three-stage process for becoming culturally intelligent. These steps involve learning the fundamental principles of cross-cultural interactions, such as what cultures are, how they might vary, and how they affect behavior; practicing mindfulness and paying attention in a reflective and creative way to cues; and developing a repertoire of behavioral skills that can be adapted to different situations. It takes time and effort to develop high cultural intelligence, but this book helps readers with the right attitude begin this rewarding experience. ... Read more

Reviews (1)

Outdoes all the rest
I have read countless books regarding inter-cultural communications and competence but I have to say that this is eons ahead of all others (including some by the same title). The strongest argument that the authors make here is that there are no patronising sets of rules to follow in different cultures, that one can, using an effective method and basic awareness, communicate across any culture successfully and without the aid of guidebooks and the like. In essence, this is the only book anyone will ever need on this subject...nice work! ... Read more

Reviews (2)

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.

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. ... Read more

Book Description

Market-leading Organization Development and Change blends theory, concepts and applications in a comprehensive and clear presentation. The authors work from a strong theoretical foothold and apply behavioral science knowledge to the development of organizational structures, strategies, and processes. ... Read more

Book Description

Praise for HOW TO PERSUADE PEOPLE WHO DON’T WANT TO BE PERSUADED

"Joel Bauer has brought the art and science of persuasion to a whole new level with How to Persuade People Who Don’t Want to Be Persuaded. His remarkable technologies will amaze even the most dedicated of skeptics."
– Anthony Robbins,author of Awaken the Giant Within and Unlimited Power

"Joel Bauer and Mark Levy bring incredible insight to this most essential of business skills: persuasion. Whether you’re a CEO or a field rep, if your job is to make the sale, you’ll find this book of immediate value."
–Gary Hoover, founder, Hoover’s Inc.

"If the devil wrote a manual on how to get people to do your bidding, this would be it. Chillingly good."
–Joe Vitale, author of Spiritual Marketing

"Joel Bauer and Mark Levy’s book is phenomenal. I read an early draft and used two techniques (the Paper Metaphor and the Transformation Mechanism) at a tradeshow to generate a year’s worth of qualified leads in three days! This book will make your sales productivity soar."
–Kevin Daum, CEO, Stratford Financial Services, an INC 500 company

"Be very, very careful with this book in your hands. It is powerful–almost too powerful–to the point of being explosive. This is no mealy-mouthed, run-of-the-mill, watered-down business book. This is a book that will change the way you do just about everything associated with your business: from approaching new clients to communicating with senior executives in a way that not only grabs their attention, but solidifies their commitment as well. Can you handle it? (By the way . . . I just used one of the many techniques I learned in How to Persuade People Who Don’t Want to Be Persuaded: The Fright Challenge!)"
–Bill Treasurer, founder, Giant Leap Consulting, Inc., author of Right Risk

"This is the best book on persuasion (no, make that the best book on life) since How to Win Friends and Influence People, and the best book on selling I’ve ever read. Bauer and Levy have revolutionized the art of salesmanship."
–Jack Foster, author of How to Get Ideas ... Read more

Reviews (1)

If you want them to take actions on your thoughts......
2 years ago I attended a Joel Bauer closed-door, industry specific, private seminar designed for people who work in similar fields & arenas as he. It started at 8 PM and ended at 6:30 AM!!!! Why did everyone stay glued for so long?.. And how did he do this? It's simply because he knew what he was talking about, knew it so well, and no one wanted to miss out on the practical, strategic, methodologies only he could share. Joel Bauer has spent his life defining and refining original methods that get people to take action on your thoughts!

I took notes all night (as fast as I could) and began to archive and expand on them the next morning, as much as my then weary mind allowed. These notes were golden to me...

Untill... I picked up a copy of his book the day it was released. It's more concise, more to the point, and more immediately applicable than my treasured notes. It's clearly written and understandable to anyone who works with people on any level...And if you're reading this...THAT'S YOU!

So, In a nutshell if you interact with people for a living, you can't live without this book.

If you're my competition, you can.

Kerwood ... Read more

Amazon.com

A vocational counselor for 20 years and the author of five career-related books, Robin Ryan says job interviews are like everything else these days: With time shrinking and distractions growing, you must sell yourself in short sound bites or you probably won't sell yourself at all. And as she believes that--even in job interviews--this means many of us can no longer truly focus our attention for more than a minute at a time, that's how she oriented this snappy career guide. The updated edition of 60 Seconds & You're Hired! (originally published in 1994) incorporates recent hiring trends and some strategies to meet them, but essentially reiterates Ryan's original method for effectively consolidating top attributes into five key themes and then repeatedly communicating them in precise, under-a-minute exchanges. She clearly explains how to distill strengths into verbal bullet points, refine them for specific interviews, and succinctly deliver them in appropriate responses. (For example, "What do you know about our company?" is a chance crisply to combine what the firm needs with one or more of your key themes.) The advice can be absorbed and utilized even the night before an interview, but more preparation would undoubtedly increase results. --Howard Rothman ... Read more

Reviews (11)

The most helpful job book I own (I own a lot)...
While the book requires some soul-searching on the part of the reader, it isn't new-agey or hoakey. It gives practical advice on finding your strong points, then tailoring them to answer specific interview questions.

The salary tips are great, as is the section on questions to ask the interviewer. On my last interview, my now-boss kept saying how impressed she was with my "intelligent questions."

Overall, this book is easy to read, interesting and helpful. It's a keeper.

If I'd only had this book sooner!!
This book is VERY effective. I got the job I was applying for AND the additional salary thanks to Ryan's techniques. My roommates both got jobs they were applying for after I 'loaned' them my copy. Using Ryan's techniques, you can really turn those hard, off-the-wall questions into opportunities to show employers why you're the best job candidate. Pluses include the section of what NOT to say in interviews. I found myself guilty of a couple (I'm not telling which ones though!). Also liked the salary negotiation section, especially the part regarding when it's appropriate to bring up salary questions. This book's got great information that the average job seeker (myself included) just doesn't think of. It really gives you an advantage over the other job candidates. Don't be caught speechless, winding up saying the wrong thing again! Get this book, and I'll betcha you'll never leave another interview saying, "I can't believe I said that!"

Some Great Tips - Some Fluff
(I just paid $13 for this book at Barnes and Noble the other day... gah I wish I had bought it here!)

The interview questions that Robin poses are ones that I have heard over and over again in interviews. I like the fact that she doesn't include "the top 1001 interview questions", and includes the ones which you are most likely to hear (in an order you would be likely to hear them as well). Some of Robin's answers to these questions were great - particularly the questions which are geared towards getting you to bad mouth a former boss and/or co-worker. I'm always very uncomfortable with those types of questions, and while the answers presented in the book are admittedly ways of making you appear aloof to the heart of the question... they do help you side-step a situation where you might otherwise be forced into speaking poorly of others, which isn't something you want to do during an interview. Having said that, there were some questions to which Robin's answers made me laugh out loud. You might score some points for creativity with a prospective boss though if you take all of her suggestions! :D Anyway, these days a lot of people in charge of hiring get into all of that "warm and fuzzy" stuff, and they might actually like an answer like the one below... "One of my faults is that I loose track of time and work late... blah blah blah" ha... I love it.

The 60 second sell, the 5 point agenda... both are very good tips. This aspect of the book is actually based on a common public relations strategy where you keep repeating your key points and incorporate them into every answer you give and every sentence that comes out of your mouth.

Overall, this book will help you prepare for an interview and will most likely keep you from being caught off-guard by some of the tricky interview questions you are bound to be asked. Whether or not you use the examples in the book is almost secondary to just knowing what questions to expect. Everything else in the book is solid and helpful, again it helps you prepare which is the key to a good interview.

very concise
This book is based on the idea that if you prepare for an interview properly, you will be hard to top in the selection process. The author of this book is regarded as one of the top career authorities in the nation. She suggests that the "60 second sell" (sometimes called an infomercial) is the most important part on the interview. The 60 second sell is a concise statement detailing the skills and qualities that would be most useful in working on the job one is interviewing for. The 60 second sell comes out of "a five point agenda" which are five statements regarding one's achievements that are relevent to the targeted position. The other information includes the types of questions one is likely to be asked, some suggested answers, questions you should ask, negotiating salary and pitfalls to avoid. If the information in this book is used the right way, I can't see why a person wouldn't get hired to any job he's qualified for.

I've been on many interviews over the years and failed miserably on some due to a lack of foresight and preparation. I really needed a book like this because there was so much that I was overlooking and now I can see exactly where I went wrong. I will study this book and prepare for my interviews accordingly. I would like to point out that the questions in the book and answers are not to be taken literally. Don't answer all interview questions by memorizing the answers given in this book. Use them only as guidelines to make up variations of