Book Description

As Director of the Wharton Executive Negotiation Workshop and professor at one of the world's most renowned business schools, G. Richard Shell knows what it takes to survive and thrive in the rough-and-tumble world of high-stakes negotiations. Now he brings his dynamic, step-by-step program for bargaining success to the general reader. Focusing on six key psychological leverage points, Shell shows everyone how they can get more of what they want, gain the confidence they need, counter hardball tactics, and dodge the tricks that others try to play.

Based on the latest research and laced with vivid stories about world-class hagglers such as Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump, this book provides a realistic, powerful framework for business and consumer negotiations that will help everyone from the inexperienced, anxious negotiator to the seasoned veteran.

"Whether you're buying a car, trying to get the kids into bed, or brokering a major business deal, Bargaining for Advantage teaches you to think on your feet and discover imaginative ways to come to terms with anyone."--Laurie Calkhoven, Editorial Director, The Money Book Club

"A wonderful integration of practical advice that will be useful to all readers."--Max H. Bazerman, Gerber Professor of Dispute Resolution and Organization, Kellogg School of Management at Northwestern University ... Read more

Reviews (15)

Superb book, overall.
Richard's experience in conducting various workshops shows on how he presents himself in this wonderful book. Well written and easy to read.

What's lacking however are specifics. Most people are specifically interested in negotiating or bargaining for better compensation when looking for a job or negotiating with a supplier for better overall prices, what to look for in a M&A situation etc. There is also little discussion with respect to "kickbacks" offered during negotiations, an accepted practice in a number of countries. I know it is illegal, but its awareness is most critical especially when the whole corporate world is being "globalized". The discussion should then lead to its awareness, alternatives in combating or avoiding or handling in most appropriate way.

The book nevertheless is very useful in developing your own strategy for specific situations. Deserves 4plus stars.

Outstanding!
G. Richard Shell's book on negotiation was my first read on the topic, aside from a little Dorling Kindersley guide. This is not a book to teach you how to be a cutthroat or hardball negotiator, it is a book designed to help YOU get the best solution every time.

The author is to be commended for a number of achievements in this book. First, the writing was excellent -- easy to read, yet not simplistic; interesting enough that I actually enjoyed it; and extremely well organized. Unlike maky other books, the anecdotes are both interesting and well-used to illustrate his points.

Second, the author presents guidance on a wide range of issues. One section helps you identify your bargaining style and then gives you suggestions on how to maximize its effectiveness. Another offers advice on how your strategy should change based on the relationship (or lack thereof) between the two parties. This book is not just for MBAs; it's for all people, since everyone negotiates in various forms with everyone else.

Third, the book achieves an excellent balance between theory and practice. Shell refers to numerous psychology and economics experiments to describe the ideas beneath the negotiation process, but he also gives real-world advice on how to put these ideas to work.

Finally, a section on ethics is included which, although enlightening enough to provide a basic knowledge of legal, moral, and practical implications of various bargaining strategies, is really only a primer to a much larger topic.

Again, this was a truly excellent book, especially for anyone looking for a first read on the topic.

Great for beginners
I really like the subject of negotiation. As a matter of fact we all negotiate, I'm an engineer and I negotiate all day: with marketing, with manufacturing, with suppliers. I needed some key concepts to bring with me in every negotiation. I knew I was naturally doing something good and something bad in every negotiation and I needed to become more reliable.
This book gave lots of good inputs, starting from my favourite: know your style. I now realised how, being almost a natural "compromiser" or "problem solver", I need to improve in those negotiations where stakes matter more than relationship. A very interesting book for people who want to be more effective and want to analyze their own behaviour in day to day negotiations.

A better "Getting to Yes"
This book is an improvement on what "Getting to Yes" tries to achieve. It is much more descriptive of the mechanisms of negotiation, with often three or four stories, as opposed to one for each topic in "Getting to Yes". It breaks down negotiation into four parts (Preparation, Information Exchange, Bargain, and Settlement), and goes into each in depth, with many stories (the most I have seen in a negotiation book, which I appreciate). Also tackles the negotiation process from the standpoint of people who are very competitive and from the standpoint fo people that are non-confrontational, which I found useful as well.

A welcome change!
I've recently completed a Masters degree with a dissertation comparing authentic to simulated sales negotiations from a linguistic point of view. My research reading was limited not only to publications in the field of linguistics, but also general 'business' books as well. On the whole I find this latter category somewhat lacking in rigour and prone to a glibness of language and analysis that is at best irritating. Shell's book, Bargaining For Advantage is one of the finest exceptions to this trend I have come across in many years and I recommend it to anyone wishing to improve their negotiation skills, or to negotiation trainers like myself, always on the lookout for new insights and serious analyses. ... Read more

Book Description

Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves, how to recognize unethical tactics, key principles to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles.

And Power Negotiating can be applied to any situation:
- Business owners will learn how to dramatically improve profits.
- Managers will learn how to become dynamic leaders.
- Parents will discover how to shape their child's future.
- Salespeople will learn how to build-and protect-their bottom line.
- All readers will find how to develop power and control over their ability to get what they want-in all areas of their lives. ... Read more

Reviews (21)

One of the best on the subject
"Secrets of Power Negotiating" is one of the most complete books on negotiation that I have ever read. Logically organized, it carries the reader through the entire negotiation process. It covers the most common gambits and how to use them as well as how to defend against them.

The book is divided into seven sections. The first section is on negotiating gambits and principles. Negotiating gambits include the common reluctant buyer/reluctant seller, handling impasses, nibbling, positioning for easy acceptance and well as many, many others including unethical ones like the red herring. The second section is on how to resolve tough negotiating problems. The third section covers how to use pressure points in negotiation. Then comes negotiating with non-Americans followed by attitudes and beliefs of a power negotiator. Section six covers developing power over the other side and section seven covers the various drives that motivate people in a negotiation.

Simply one of the best books on negotiation, it is a highly recommended read and should be kept near at hand for the occasional review whether to assist you in dealing with the car salesman, the children, or anyone else you deal with.

The Business!! The Only REAL Book About Negotiating!!
Roger Dawson IS "The Master". This book is absolutely BRILLIANT! (And I really mean it.) In the book you'll learn virtually all of the strategies, tactics and skills required for successful "Powerful" negotiating in any given situation - and you'll gather a load more info about other thigs as well; such as acquiring a winning personality, reading other people and building confidence. Apart from the book being jam-packed with info and tips, it's well written and laid-out, and dead easy to read. It's so presented that you retain the contents without difficulty. All the knowledge is first-hand and has been tried and tested on the "battlefield" by Mr Dawson himself. (In the wrong hands this book could be dangerous!) You might think at first that some of the material is what you already know - and some of it you probably do - but stay with it and you'll realise that even if you are aware of some, you've probably not been applying it properly. But there is loads in the book that you won't know or thought of and it'll save you an awful lot of time, provide shortcuts and help save many disappointments. This book has helped me tremendously (and so has Mr Dawson's other books). Mr Dawson is a true professional and it's really worthwhile checking out his other publications as well. Look, I could go on forever praising this book but there just isn't the time nor the space here to do so (there's not even enough stars here to give it an the much higher rating that it so deserves). So get the book. Then study it. And try out and practice the material. If you do it diligently there's no reason why you will not succeed. You won't need another book on negotiating - this is the only one you'll ever need. Go Get It Today!!! (Thankyou for writing this book Mr Dawson.)

I made $150 after reading the first few chapters !!!
This book has been sitting on my shelf since 1984 (God I wish I'd read it long ago) and for some reason I picked it up. WOW is all I can say, after just a few chapters I made $150. I was talking to a sub about some extra work, he was wanting more than I thought was fair, and I used one of the gambits and saved $150 in about 5 minutes (thats an $1800/hr rate)and he was happy with the deal. I would say this is the first book you need to read if your in sales or own your own business or are a manager or buying a car or buying or selling anything. I can honestly say this book will make me a few thousand dollars a year in my business and potentially much much more on bigger deals. I've done a lot of construction business in the past with motel owners from India and they've always spanked me on the negotiations. The motel owners loved to haggle and hammer you down on price. Now I'm armed so I can compete with them. I guess it's like the author said people all over the world grow up learning and praticing negotiating but we don't here in America. But now, at least I do. This is the best business, sales book I have ever read. The methods are simple to use and effective. Over the last 25 years I've read scores of sales books, been to training seminars, visited with very wealthy and sucessful people and nothing comes close to the information in this book, period.

This book fascinated me.
I ordered this book a year or so ago because things like buying my first car or even "bargaining" at a flea market rattled me more than I liked to admit. I always felt I could've done better but not sure where I went wrong. Anticipating a career in business, I knew I'd have to start getting over that - fast - and learn to hold my own no matter how smooth the salesman! Of course, having read nothing much on the topic of negotiation before, all the concepts were fresh and new to me from Chapter One onward. I was very pleasantly surprised at the details provided.

The techniques Dawson teaches were much more advanced than I at first thought practical for my present use, but I was able to put even some of the more advanced concepts to use in my life. Altogether, it was a very instructive lesson in psychology even: Being a Power Negotiator is like being a master of the martial arts. You need complete control of your emotions so that you can clearly observe and evaluate your opponents every move; adapt your strategy as he reveals himself and his weaknesses. Although deception is elemental to negotiating -- and even unethical gambits are included in this book to further prepare the reader for the counter-strike -- Dawson instructs the discipline as an honorable art and emphasizes that the successful, power negotiation ends with both parties feeling that they have won.

Dawson uses plain language with very little jargon to instruct. Mostly he draws from his seemingly endless arsenal of professional negotiating experiences - in political as well as business situations. He even devotes an entire 4-chapter section on an analysis of American & Non-American negotiation characteristics. This is, of course, the only book I've read on negotiation, so I can't compare it to others as far as content. Suffice it to say, I haven't looked elsewhere yet!

Because I'm a poor student with mounting debt, a lot of the book reinforced the depressing reality that you gotta have money to make any. But it inspired me all the same - negotiating is one of the fastests way to make money! If you talk down a seller by a thousand dollars and it took you five minutes... you just made a grand in 5 minutes! Very simple concept - but I'd never thought that way at all. This book improved the way I think so I gotta love it!

The best negotiation book every written
This is simply the best negotiation book ever written. Whether you are in sales as a manager, vp or in the street salesperson, this book should be required reading. Roger's "common sense" techniques, from "flinching" to "using the higher authority" are things people use all the time that work, whether they are aware of it or not. This book isn't just for salespeople. It's for anyone who's looking to improve their lives through verbal communication skills. 5 stars all the way! ... Read more

Book Description

Cuts through traditonal, logic-oriented negotiation strategy to uncover the street-smart basic: emotions drive decision making and can be harnessed for successful negotiation. ... Read more

Reviews (1)

An excellent self-help and human interaction guide
Negotiator, entrepreneur and attorney Lacey T. Smith presents Get It! Street-Smart Negotiation At Work, a no-nonsense guide to the art of the deal. Chapters discuss the visceral powers of emotions, and how to recognize and incorporate them into one's strategy; the importance of being completely honest with oneself; proper preparations before one approaches the negotiating table, and how to cultivate three skills to improve one's odds - empathy, rapport, and the ability to build upon differences between parties. Written in plain terms, Get It! Street-Smart Negotiation At Work emphasizes "street-smart reality" in is tips, grounded in practical experience of simply working with complex human beings. An excellent self-help and human interaction guide, Get It! Street-Smart Negotiation At Work is intended especially for business negotiation but also highly recommended for its tips on navigating all varied and negotiated walks of life. ... Read more

Book Description

Genuinely useful to those interested in effectiveness, leadership, and culture.
-- Joan V. Gallos, instructor in management, Radcliffe Seminars, Harvard University

Readers will:

* Understand team and organization dynamics
* See how new technologies influence organizations
* Learn about managing across cultural boundaries
* Gain insight into overcoming cultural resistance to change...and much more!

Focusing on the complex business realities of the '90s, organizational development pioneer Edgar H. Schein updates his influential understanding of culture, and lucidly demonstrates the crucial role leaders play in successfully applying the principles of culture to achieve their organizations' goals. Schein shows how to identify, nurture, and shape the cultures of organizations in any stage of development, and presents critical new learnings and practices in the field, including additional work on subcultures. The result is a vital aid to understanding and practicing organizational effectiveness. ... Read more

Reviews (8)

Practical Approach to Diagnosing Culture
Organizational Culture and Leadership is a classic work in the field of Organizational Culture Theory and as such it is a good reference to have. The frustration that many companies have, however, is putting theory into practice and unfortunately this book falls short of helping anyone (apart from O.D. PhD's) to do just that. A practical approach to the evaluation and transformation of culture would be more useful for the vast majority of companies.

For example an iterative approach to transformation and alignment using objective diagnostic tools (like the OCP Method developed by O'Reilly, Chatman and Caldwell) and the application of practical "bite-size" changes like leadership development/behvioral change; compensation system change, recruiting model change, organizational structure change, etc. is far more impactful and perhaps more importantly far more implementable. And, of course, as in any change effort, it is important to know whether you are making progress which is all the more reason to utilize an objective and validated measurment/diagnostic method or tool.

I really like Kaplan and Norton's work in tying Culture to Strategy in this area (check out their recent HBR article) and the work ThinkShed is doing based on O'Reilly, Chatman and Caldwell's OCP methodology...very practical, very measurable, very effective and being a web based tool, very very implementable.

A Classic in the Functionalist Culture Managment Genre
I have to confess up front I'm a skeptic about the efficacy of "culture management." It's been a fad that, unfortunately, a lot of companies have wasted a lot of time and money on. As a graduate student in organizational sociology, I love studying organizational culture, but I haven't found much in the "applied" culture literature that persuades me that business firms ought to be nearly as transfixed by the allure of tweaking their culture as they have been. There's absolutely been a lot of hacks making money selling crackpot ideas to companies on the premise that strong culture=high profits. Oh well, consultants have to make a living too I guess. I just wish it wasn't giving organizational culture theory such a bad name. Anyhow, Schein is an exception to the rule. Certainly nobody could bad-mouth his academic credentials--having studied at University of Chicago, Stanford and Harvard--he's pretty much about as solid an organizational consultant as you're going to find. As for this book, it is indeed a classic of the functionalist approach to culture management.

Now, functionalism has gotten a bad name in sociology over the years. Critics call it an inherently conservative theory, focused only on what holds groups together, while at the same time entirely unable to account for conflict and other forces that pull groups apart. Some say functionalism is inherently tautological. I happen to like Durkheim myself and think we ought to cut him some slack for excessively functionalizing the world because he gave us the field of sociology as a gift. But somehow the disease of functionalism spread into psychology after the sociologists dropped it. Anyway, Schein has got the disease now, and man, he has it BAD! (He's trying to give Talcott Parsons a run for his money).

Anyway, on the good side, his "Clinical Approach" methodology to diagnosing culture problems is one of the better approaches out there. It's very systematic and tries hard to go deep into understanding more than just a few superficial aspects of organizational culture. Thankfully, Schein doesn't advocate any type of culture survey. As a rule, avoid culture surveys--they mean nothing, or next to nothing. So anyway, does this clinical approach really work? Hell, I don't know--I mean, do any of these approaches really work? In general, the evidence doesn't tend to support the idea that culture management accomplishes what it claims to. But, having said that, Schein certainly has a better methodology than most of his counterparts. I think if you had a professional come into your company and use his Clinical approach, you'd certainly learn alot about what your people believe. On the other hand, I have doubts that this would make a good do-it-yourself project. Schein's approach is a major research undertaking. I don't think your average manager could read this book and then go do the Clinical approach to diagnosing culture problems. It's pretty hard to operationalize some of his ideas.

In any event, if you're a grad student or a researcher studying culture, you certainly want to read this book. It is widely referenced in the org culture literature and Schein represents a high water mark for functionalist org behaviorists. If, on the other hand, you're trying to fix your screwed up organizational culture, you could certainly do worse than to read this book. You might get a useful nugget or two out of it. If you want the full treatment though, I suspect you're going to have to call the maestro himself and have him send in his team of consultants (or what ever he has).

"Why do we need to understand culture?"
"Cultural analysis illuminates subcultural dynamics within organizations...Many problems that were once viewed simply as 'communication failures' or 'lack of teamwork' are now being more properly understood as a breakdown of intercultural communications...For example, most companies today are trying to speed up the process of designing, manufacturing, and delivering new products to customers. They are increasingly discovering that the coordination of the marketing, engineering, manufacturing, distribution, and sales groups will require more than goodwill, good intentions, and a few management incentives. To achieve the necessary integration requires understanding the subcultures of each of these functions and the design of intergroup processes that allow communication and collaboration across sometimes strong subcultural boundaries...Cultural analysis is necessary if we are to understand how new technologies influence and are influenced by organizations. A new technology is usually a reflection of an occupational culture that is built around new core scientific or engineering concepts and tools...Cultural analysis is necessary for management across national and ethnic boundaries...Organizational learning, development, and planned change cannot be understood without considering culture as a primary source of resistance to change...Given these and related issues, it seems obvious that we must increase our study of culture and put this research on a solid conceptual foundation. Superficial concepts of culture will not be useful; we must come to understand fully what culture is all about in human groups, organizations, and nations so that we can have a much deeper understanding of what goes on, why it goes on, and what, if anything, we can do about it" (from the Preface).

In this context, Edgar H. Schein organizes his book into six parts.

* Part One- In this section, after saying that cultural understanding is desirable for all of us, but it is essential to leaders if they are to lead, he defines the concept of culture and shows its relationship to leadership.

* Part Two- In this section he focuses more on the concept of culture and the less on the concept of leadership. He argues that the content of organizational cultures reflects the ultimate problems that every group faces: dealing with its external environment and managing its internal integration. According to him beyond these external and internal problems, cultural assumptions reflect deeper issues about the nature of truth, time, space, human nature, and human relationships.

* Part Three- In this section he deals with the practical issues of how one can decipher cultural assumptions. He says that the reader will note that the emphasis in this part is practical and oriented toward what leaders, researchers, and consultants can actually do about deciphering culture.

* Part Four- In this section he focuses on leadership, especially the role that leadership plays in creating and embedding culture in a group. He argues that leaders create culture and must manage and sometimes change culture.

* Part Five- The focus of Schein in this section, as well as those in the rest of the book, remains on the leader and how culture change appears from the leader's perspective.

* Part Six- In this section his focus shifts from analysis to normative speculation. He deals with the concept of learning and the implications for leadership and culture of the growing rate of change.

I highly recommend this business classic on organizational culture and leadership.

The best work I have found about Org. Culture, period.
Schein has spent most of his practicing life dedicated to the topic of Organizational Culture. Having read numerous books and articles pertaining to this topic, this book "out-Schein's" them all (pardon the play on words). Schein takes a very broad topic like culture and makes it understandable. If you want to learn about Organizational Culture from the World's foremost authority, then buy this book.

Regarding leadership Schein does not fall short, either, however is not as impactful because leadership has been studied more extensively and there are other quality writings about leadership, including Schein's. He does tie the two together nicely providing a new way to look at leadership qualities. Wonderful book.

Diagnosing Culture the Key to Organizational Change
In this work, Edgar Schein articulates the importance of understanding organizational culture as a means of implementing change. His theory is that the ability to manipulate culture is a key tool of modern management. He theorizes that organizational culture reflects the leadership and vision of its founder, and that organizations become self-sustaining through buy-in to the culture.

Schein provides a complex model for diagnosing culture and analyzing the values and assumptions of the organization. He also emphasizes the importance of understanding the dynamics of the stage of organizational culture, prior to implementing change.

An interesting point that Schein makes is the need to periodlically "unfreeze culture" and apply a "cognitive reconstruction" -- in short repond to market pressures by becoming more competitive through organizational change.

Schein's work is very thorough and easy to read. My only criticism is the length of the work, which is the result of Schein's many real-life examples that reinforce his points. ... Read more

Book Description

Barry Oshry explains why so many of our efforts to create more satisfying and productive human systems end in disappointment, lost opportunities, broken relationships, and failed partnerships. Oshry shows how these breakdowns are the predictable outcomes of an uninspected system life. This book provides us with a new set of lenses with which to view these systemic relationships and patterns, enabling us to recognize and stop destructive patterns of behavior. ... Read more

Reviews (10)

Human Systems are Keys to Partnership and collaboration
I first struggled with the concepts because I am a student of organizational systems via Deming and the like. But this is a completely different viewpoint that provides a fantastic complement to the work of Deming, Weisbord and others looking at Open-systems theory.

If you want to see the impact of Human Systems and the dynamics that influence an organizations ability to partner, collaborate, and move beyond the powerful vaccuum of the human behaviors that stall organizational growth, this will provide a whole new way to view the relationships of people, power, and personal leadership within open-systems.

Mr. Cummings is right about the simplicity of the book in his review, it IS cartoon like at places. But let's be reminded how icons have changed the computer world and have worked to connect with people who need to remember things clearly, simply, and practically. People are visual learners and this book takes advantage of that reality. It's not written to be an IQ test - but to be clear and concise in boiling down the intricate and delicate issues, and choices, of human interaction in organizations.

It focuses on helping the reader learn and apply. If that works for you - make it so.

WOW! What insight.
As an organization change and transformation practitioner, I am often confronted with the initial overwhelming complexity of a new client organization. Seeing Systems provided me with a set of tools that make my life easier and interventions more effective.

Simplistic? One might think so. But, you'd be wrong. I believe it to be a distillation of truths of organization theory. It's pure genius. The author understands organizations so well he is able to convey it to others in an understandable context. Oshry brings to life the consequences of being in different positions of power in the organization.

I have taken his model and use it to look at each of my clients. It gives significant insight to understand why the organization works; why it doesn't and what to do.

Read Seeing Systems atleast twice. After the first reading, go to work. What are the behaviors? How effective are the relationships? What are the outcomes? Now read Seeing Systems again. Go back into your organization. Observe the relationships. Apply the model. Predict the outcomes. You'll probably be right. Can't ask much more from a book.

By the way, after reading Seeing Systems, I participated in a one-day workshop Oshry presented to the Dallas-Fort Worth Organization Development Network. I wasn't disappointed. He is, that good.

Useful frame for understanding our behavior in organizations
This book provides an elegant framework for understanding our behavior in human systems. It is accessible and powerful.

Wow! I feel as if I was blind and now I SEE.
I read this book about 6 years a go as a part of my graduate program on organizational learning. My reaction at that time was, "Wow! I feel as if I was blind and Now I See!." It was like I gained a secret lens through which the organizational behaviors were making more sense to me. I felt so enthralled with the book, I called the number on the back of the book to inquire how I could explore, experience and learn the Seeing Systems concepts further. I have not done that before or since. 6 years later, I still feel Barry Oshry's teachings are one of real gems in understanding organizations and their behavior mysteries. I have integrated these concepts into my own ways of thinking and being and use them to generate partnerships for impact. I most highly recommend this book to anyone who works with organizations including executives, organizational developers and change agents.

An exciting way of seing systems
A first rate professional book. It deals with complex issues in a clear, intelligent and original way. The book offers a lot of added value to both consultants and managers. I find myself leafing through it many times, never failing to find new insights. The book contains both a thorough theoretical analysis and practical tools and concrete tips for dealing with tough issues that impact organizations, such as power, accountability and the "positional trap" . The book is full of inpiring insights on the possibilities of making organizations more robust through empowering people. After reading the book, we cannot help it but seing systems in a new and refreshing way. ... Read more

Book Description

Master negotiator and New York Times bestselling author of You Can Negotiate Anything returns with this long- awaited and essential guide to the art and practice of negotiation in the 21st century.As a result of his extensive negotiating experience and his unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp both sides of an issue and get the most for his client out of a difficult negotiation. His advice? "Simple," says Herb, "I care...but not that much!" In this new book--and in his signature humorous and self-deprecating style--Herb Cohen explains how the reader can learn powerful yet subtle negotiating ploys to help them in their business, career, and even family relationships. As Herb says, "Negotiation is the game of life." ... Read more

Reviews (24)

This follow-up is worth the wait...
Herb Cohen's YOU CAN NEGOTIATE ANYTHING is my all-time
favorite book on negotiations . . . I still recommend it as the
absolute best book ever written on the subject.

Amazingly, that book was written in 1980 and Cohen did not
write a follow-up until now . . . as he notes in the Acknowledgments to his latest effort, NEGOTIATE THIS!, "This book has been incubating in me for some time. To be sure, if you believe in the academic axiom, 'publish or perish,' I would be long dead."

Fortunately, that is not the case. Cohen lives, and that's a great thing because NEGOTIATE THIS! is a worthy successor to his earlier effort . . . it is filled with useful examples and practical advice that is applicable to virtually any negotiation.

In fact, that is one of the real strengths of the book; i.e., it will be useful to a wide range of folks--salespeople, diplomats, even parents. (A whole chapter is devoted to them!)

The key is to keep in mind the subtitle to NEGOTIATE THIS! . . . you can succeed BY CARING, BUT NOT T-H-A-T MUCH.

There were several memorable passages; among them:
* Basically, there is a twofold explanation for why we often do not achieve our potential as negotiators. One, as we've seen, is that we are too emotionally involved, caring too much. The second reason is that we have too much authority. What I'm saying is that the last person who should negotiate for a country, corporation, or business is the chief executive officer. Take that one step further and realize that the worst person to negotiate for you is-you. Clearly this presents
a practical problem that can be solved by limiting your own authority. Always give yourself room to say, "That sounds good to me but I'll have to check with my board." If you don't have a board, then substitute the word banker, attorney, adviser, boss, or even spouse.

* What is really happening? This experienced salesman was merely
playing the game. He knew that offers that come from the side of
the mouth in soft tones have 37 percent more credibility that those made in a normal fashion.

* Years ago, when I was first employed by a particular government
agency, they asked for my fee schedule. At the time, I really wanted this assignment, but we both knew there was no way they could afford my regular price.

Then, during a face-to-face meeting, I said, "Honestly, I want to work with you on this. Since I trust you 100 percent, I know you'll get me as much money as you can. Whatever that amount is, I'll still do it."

Two months later when I arrived at their headquarters, I learned
from a third party that my negotiating partner had spent endless
time and energy looking for ways to increase my fee. Finally, he
had to go into the next year's budget for additional funds.

NEGOTIATE THIS!
It's a mistake to label this solely as a self-help book. It's so much more. Mr. Cohen has given readers a masterpiece - - a humorous page-turner that's filled with a philosophy of life that comes to most of us, if ever, only through long and arduous trial and error.
As someone who has spent decades reading non-fiction books about selling, negotiating and human behavior, "Negotiate This" by far and away the champion - a tour de force.

Irrelevant rumble, effort not worthy the mention
Compared to "You Can Negotiate Anything", there is nothing new here. While "You Can Negotiate Anything" is a very ordinary book itself (way overrated in my opinion) this is an absolute waste of time!

Rich on "anecdotes" but short on substance. Lots of irrelevant rumble, too. This book will NOT teach you how to negotiate.

Can you teach an old dog new tricks? No, judging by how much the author learned in two or so decades from the release of the first book. He simply uses his name as a brand so people will buy the second book hoping for a revelation or negotiating miracle that will transform them into good negotiators overnight. No miracles of any sort here - the only miracle is that people are buying this book in large numbers!

I bough this book and, luckily, managed to sell it on e-bay straight away. You may not be so lucky! Stay away!

Zen and the Art of Negotiation
I first heard, and heard of, Herb Cohen on the radio when Don Imus interviewed him one morning this past year. He sounded like a late great-uncle of mine: mild-mannered and self-effacing, with an endearing Yiddish-inflected speech pattern. (And the photo on the dust jacket reinforced this connection for me, although there's no facial resemblance.) But this "average schlub" -- my phrase, not his -- has been at the helm of some of the world's most tension-fraught negotiations in the last several decades. When you read "Negotiate This!", you can see why.

Most of my praise for this book would merely echo that left by others, but I did want to touch on two matters. To answer the two or three people who panned it: This isn't an instruction manual, nor is it meant to be, any more than a Zen ko'an is a detailed instruction on how to live life along the lines of shari'a. In fact, the title of this review typed above would have been a great alternative title for the book. If you want blow-by-blow instructions and nothing else, check out his earlier books or those written by others. This book tells you not only the *what*, but the *why* -- and is highly entertaining, too.

I noticed that only one other reviewer went into detail about Cohen's having tried to negotiate the Iranian hostage crisis on behalf of ex-president Jimmy Carter, or his experience in high-profile, high-stakes international negotiations in general. I think those in and of themselves are reason enough to read the book, even if you don't feel you could stand to brush up on your negotiating skills (though I can't imagine anyone who couldn't use a little such fine-tuning). As the other reviewer remarked, Cohen predicted long, long ago that we'd be having much more trouble with that part of the world in the future.

Needless to say, he was right. And his attempts to solve the hostage crisis were frustrated at every turn because "Dhimmi" Carter refused to play the game, out of both a pathological sense of "honor" -- Cohen doesn't use this word, but I got the sense that Carter considered hard-nosed wheeling and dealing beneath his dignity -- and his delusion that because the mullahs were of an "Abrahamic faith," we could appeal to their "better nature" (my phrase) rather than bargain as if we were in a souk or bazaar, as they expected us to all along. Cohen's version of the story echoes the frustrations of many of us today who see others in the West grossly underestimating the threat posed to us by Wahhabi Islam.

Garbage
This book is garbage. 95% of the time while reading this book I was asking myself "what does THIS have to do with negotiating?" The book is basically a bunch of boring personal stories and bible thumping with tiny, generic, and usually useless pieces of negotiating "advice" every once in a while. (...). Fortunately there are many great negotiating books, but this certainly isn't one of them. Save your money. ... Read more

Book Description

Reviews (6)

Captures the heart of institutional theory
Sociologists who are trying to understand the basic theoretical principles undergirding the neoinstitutional framework will find this book indispensable. As other reviewers have said, Powell and DiMaggio include some of the foundational pieces of the new institutionalism. In addition, they include several pieces that were seen as groundbreaking (or at least attempting to innovate neoinstitutional thought) at the time this book was published. For instance, papers by Powell and Friedland and Alford attempt to integrate notions of power and political interest into the otherwise top-down, culturally centered theory.

Potential readers should keep in mind that there are several new institutionalisms out there in social science. Those who want to understand the difference between rational choice, economic, and polity-actor versions of the theory will find the introduction by DiMaggio and Powell very useful. It has been one the center pieces of my theoretical toolkit in helping me to map out the conceptual distinctions between the variants of institutionalism.

A useful introduction to neoinstitutional theory
Neoinstitutional theory has been one of the most influential approaches to sociology in the past 30 years. This book, which represents the "social constructionist" as opposed to the "ratoinal-choice" version of neoinstitutionalism, is useful because it pulls together some of the foundational articles in this field and also places them in context.

The Renaissance of Institutions
This collection of new and classic articles provides a thorough survey to the new institutionalism in Sociology. The introduction is a very broad ranging and exciting survey of recent writings in the social sciences on institutions. The chapters apply the ideas to a wide range of empirical settings from banks to universities. The book is a must have for researchers in organizational theory and management.

The worst book ever written on the subject!
The book is one more good example that Indtitutional Sociology (and Sociology in general) is going nowhere. Instead of looking at global processes, behavior during conflict resolution, pshychology of political actors, the authors once againg waste paper on micro and middle range analysis.

Major Works Collected with a Valuable Introductory Chapter
Powell and DiMaggio have collected a variety of major works in the sociology of organizations, all of which use some variant of neo-institutional analysis. Their introductory chapter helps to make clear why these works are "new" institutionalism, and how they do not take identical views. The importance of culture and symbolism is given much greater emphasis in all of the papers/chapters than will be found in more economic analyses of organizations. Like all collected works, variability in style and intended audiences (or targets of criticism) requires more effort from the reader. The time is well worth the effort. It is not possible to fully appreciate institutional analysis in politics, economics, sociology, or education without an understanding and awareness of the papers collected in this volume. ... Read more

Book Description

Top 10 "On the job" Business Book –The Library Journal

One of the most successful dealmakers in the sports industry presents his unique negotiating strategies

"Ron Shapiro’s new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years–I guess we won’t need them anymore–they put it all in their book."–Charles M. Cawley, Chief Executive Officer, MBNA America Bank, NA

"In the field of negotiation, Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have written a compelling book filled with anecdotes and insights. The Power of Nice is a fascinating and useful book that is a must read for anyone who wants to build long-term mutually profitable relationships."–Herb Cohen, Author, You Can Negotiate Anything

"This book taught me everything I ever wanted to know about negotiation–and I use it everyday."–Kirby Puckett, Hall of Fame Center Fielder and Executive Vice President, Minnesota Twins

Reviews (11)

Building Relationships as opposed to Burning Bridges ...
Whether you are negotiating for business or in personal relations, "The Power of Nice" is well worth the read. You will find worksheets to assist you as well as tried and true methods of negotiation.

The three P's the author suggests have all the elements of success, they are prepare, probe and propose. Practical thinking and relationship building that works is the thrust of this book.

For me, the greatest portion of the book has to do with personal negotiations. Deflecting emotion and problem/conflict solving that works. Probing to find out what the other guy wants and needs so you can propose a win-win solution. Sound advise that works.

I am a business women who has attained a certain level of success. But it was the applications to the many teenage conflicts that I had encountered that gave me the greatest respect for the authors. Using their techniques in my business life had been easy. After reading now I was opening my eyes to what these same techniques could do for me in my personal relationships.

The chapter titled, "Difficult Negotiators" was filled with insightful and practical people skills. Coming from the Baltimore area, I also enjoyed the Cal Ripken-Peter Angelos points of reference.

For young people entering the business world this book should be required reading. For those that still subscribe to the kill or be killed mentality of doing business, I would also recommend this book.

A Great Roadmap for Ethical, Honest Business Dealings
Wait no more for the definitive book on negotiation. Mr. Shapiro has demonstrated that you can be successful in the cut-throat arena of sports representation without compromising your soul. Unlike some other self-proclaimed "super agents" and "Jerry Maguire wannabes", Mr. Shapiro has given this hopeful a ray of encouragement to stay the course and continue practicing the "power of nice".

Negotiating to Winning Edge
Everything's Nice about this Book as it teaches to Negotiate leading to be a winner. The Power of Nice works striking, suggestive ways to deal and negotiate the power skills of Negotiating in supportive mutual environment. The books by Ronald Shapiro and Mark has proven methods of Give n Take Dealing in business and offers a helpful guide for negotiations. The three Ps - Preparing, probing and proposing are the three factors detailed by the authors that prepares for the deal, probing i.e. what they want and is required to deliver and proposing is the stage when the deal fixes towards winning edge with the negotiating skills.The Book reveals observations and anecdotes with very good illustrations. John F. Kennedy's quote on "Let us never fear to negotiate. But let us never Negotiate out of fear" in the Negotiating chapter reveals that some people want to eat the whole cake! They fail in negotiations and refrain from being fair enough. They would raise ample questions in self interest like 'Why take a share of profit when I can take it all' Why can't I keep all commissions?' Why offer concessions?' Why negotiate when you can dictate?' and thus, the difficult Negotiater loses a second deal in future. Moreover, the authors teach negotiaters to be more Confident and possess knowledge which is power. When a person helps the other side to get what they want, automatically both the parties reach for a win win situation. The negotiating strategy here in this book gears for Niceness, the attitude to let others get what he wants in a deal and gain while in turn, the negotiater succeeds in dealing with the customer. In sectors like Insurance Business, I think 'Convincing' is also another part which the authors might have considered elaborating. However, A good book and a nice handy Guide for all people who want to reach out to their customers and strike the Deal.

Wonderful, useful read!
I bought this book about 2 weeks ago and have already read
it twice!! I have read books on negotation before and been on
several courses, and I have learned more from your book than
all of these courses and books put together.

The Power of Nice makes such perfect common sense. I
work in the Food Industry as a buyer and what I have learned
from your book will really benefit me in my job.

Thanks again for an excellent read.

Stick With It
If you bought the book or are looking at this page, you either negotiate often or think your deal-making skills can use a boost.

There are many books out there that can help and I will admit I have not read them all. But The Power of Nice worked for me.

It has some very helpful suggestions that I am actually excited to try. The Power of Nice also has some interesting exercises and stories to break-up the book.

There's no doubt that The Power of Nice was worth the price and the time to read it. I must admit, it started slowly. But the good stuff is in there and (like a tough deal) you need to make yourself stick with it. It will pay off.

If nothing else, I feel like a stronger negotiator having read the book. It has given me more confidence and more ideas on how to be a winner in making deals and working with difficult people.

Believe me, it may not change your life, but it's worth your time to get it and read it. After all, your competition may already have it on their bookcase. ... Read more

Reviews (1)

Solid but nothing special
This is a good first book to buy if you want to understand the fundamentals of negotiation. I thought the first 40 pages were very thought provoking. The rest seems to be fillers. If you already know and understand what BATNA is, then don't bother buying this book. The the book's explanation of BATNA and its importance in all negotiation is worth its price and your time. ... Read more

Book Description

Continuing his groundbreaking analysis of economic structures, Douglass North develops an analytical framework for explaining the ways in which institutions and institutional change affect the performance of economies, both at a given time and over time. Institutions exist, he argues, due to the uncertainties involved in human interaction; they are the constraints devised to structure that interaction. Yet, institutions vary widely in their consequences for economic performance; some economies develop institutions that produce growth and development, while others develop institutions that produce stagnation.North first explores the nature of institutions and explains the role of transaction and production costs in their development. The second part of the book deals with institutional change. Institutions create the incentive structure in an economy, and organizations will be created to take advantage of the opportunities provided within a given institutional framework. North argues that the kinds of skills and knowledge fostered by the structure of an economy will shape the direction of change and gradually alter the institutional framework. He then explains how institutional development may lead to a path-dependent pattern of development. In the final part of the book, North explains the implications of this analysis for economic theory and economic history. He indicates how institutional analysis must be incorporated into neo-classical theory and explores the potential for the construction of a dynamic theory of long-term economic change.Douglass C. North is Director of the Center of Political Economy and Professor of Economics and History at Washington University in St. Louis.He is a past president of the Economic History Association and Western Economics Association and a Fellow, American Academy of Arts and Sciences.He has written over sixty articles for a variety of journals and is the author of The Rise of the Western World: A New Economic History (CUP, 1973, with R.P. Thomas) and Structure and Change in Economic History (Norton, 1981).Professor North is included in Great Economists Since Keynes edited by M. Blaug (CUP, 1988 paperback ed.) ... Read more

Reviews (7)

Incentiv-creating institutions
The puzzle of the modern world is not that so many people are poor, but that so many are wealthy. How do democracies, with well-defined property rights and education for all com into place? In this Nobel prize winning work, North investigates some issues overlooked by most economists: the role of a society's institutions, defined as formal and informal constraints, varying from written laws to vague values (but important nevertheless) in a society. Economic theory is not able to explain the great differences in wealth between nations, argues North, and that is certainly a shame, because that would be the most interesting explanation it could possibly make. The solution is to include institutions into economic analysis.

Institutions determine transaction costs. In neoclassical economic theory, transaction costs are usually assumed to be zero (for reasons of comfort). North assumes transaction costs to make up half of the economy in a modern well-organized Western society with efficient institutions. A major reason for developing countries to be poor is that transaction costs are prohibitive, obstructing the benefits of trade.

North asks some extremely important questions in this book, but I was a bit disappointed that he didn't offer more answers. English not being my natural tongue, I found the book a bit hard to read. However, being very interested in the subject, I found it well worth the effort. Without a major (interest) in economics, you should probably enjoy some of the reviews instead. North's main answer to the main question, by the way, is that countries will prosper if the incentives created by their institutions motivate production, and not redistribution.

Most comprehensive book ever
Douglass North is an amazing writer. If you are purchasing this book, you probably already know what this book is about and its impact. This book, I would argue is largely responsible for his receiving the Nobel Prize in 1993.

His new-institutionalist view links together history, economics, political science, sociology, and every other social science. This book truly inspired me to specialize in institutional economics. Every social issue can be approached from the institutional perspective, namely that institutions determine actions and the market determines institutions. Though my professors are all old institutionalists, they agree this is the best book by far on the subject and most research papers in the subject thus reference this book.

For more information on New Institutional Social Science, visit the website at http://cniss.wustl.edu/people.html

Important for all social scientists and interesting for all
As a Japanese, I am interested in how Northfs concept ginstitutionsh are useful for explaining the gap in performance of the US and Japanese economy during the 1990s. What kinds of policy prescriptions can the Japanese government derive from Northfs argument on institutions?
Institutions are the constraints or mechanisms (such as rules on property rights) to reduce uncertainties inherent in human interaction and thus to reduce transaction costs. As a extreme case, you will find it difficult to make a long-term economic transaction or commitment in Baghdad just after Iraqfs defeat in the war with the US, since there are no institutions in that particular moment.
Broadly, this concept is related to the argument by Christopher Freeman at SPRU on gnational system of innovation,h especially on norms and rules on intellectual rights, and generation and transfer of technological knowledge enabled by those norms and rules. I think the US system is superior on that.
My point is that this already classic book would be valuable for thinking on those topical issues.

OBVIOUS IN RETROSPECT, WHICH MAKES IT EVEN MORE OUTSTANDING
In this book, North outlines the precise features of the neo institutional economics school, which includes Coase, Williamson, Olson, Fogel, among others. This book is mainly about the theory itself and its origins and features, not about applications in particular, though the author does address that issue at the end of the book in the section about eocnomic performance.

I believe this book is great reading for the literate economist. It is difficult to follow for the non-economist, which I believe North focuses on in his other book, "Structure and Change in Economic History". That work is earlier and I believe not as complete, but it is much more readable. Either way, North's work is among the most important advances in economics in the 20th century (for which he got the Nobel Prize), so knowledge of it should benefit one and all.

Institutions, Common Sense, and Economic Performance
An intriguing book on the so-called neo-institutionalist approach by one of its long-time proponents, Douglass C. North. Written without accessive jargon, this book is accessible to any intermeidate level student of Economics and Political Science. North argues that institutions (laws, rules, regulations) in their fromal and informal varieties determine economic performance. North has an almost guru-like status in the eyes of the World Bank. Third World countries remain poor, argues new institutionalism, because their institutions foster corruption and distort incentives. But what is the solution?

It is hard to imagine that one can graft institutions. How can the rules that function in the U.S. function under all kinds of social and political circumstances? The other troubling point is that it is still hard to integrate this approach with mainstream economics. A serious economist today is trained to shy away from anything that cannot be mathematically modeled. More troubling, however, is the following: neo-institutionalism argues that rules, laws, and regulations structure incentives, which in turn determine economic performance. A thoughtful person probably guessed this a long time ago based on common sense--one does not need a scholarly approach to advocate this position. "Incentives are the underlying determinants of economic performance," says North (p. 135). It is hard to disagree. ... Read more

Book Description

The Essential Guide to the Power of Persuasion

In The Only Negotiating Guide You’ll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country’s top companies, take the dread out of persuasion. Their 101 Winning Tactics make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. Each tactic is on a single page, with a clever and memorable name, a true-to-life example of how to use it, and suggested counter tactics in case someone tries it on you. All 101 tactics are so accessible and empowering that you will find yourself using them immediately--and maybe not just at work.

“This is a handbook for negotiating your way through life. Whether you are negotiating a big deal or dinner plans with a friend, this book will be invaluable to you. Read it today!”
--Jack Canfield, author of Chicken Soup for the Soul

“A must-read for anyone who wants to build a reputation as a negotiator people love to do business with.”
--Kevin Freiberg, author of NUTS! Southwest Airlines’ Crazy Recipe for Business and Personal Success

“You can read a few pages in the morning and . . . close a sale by noon.”
--Gerhard Gschwandtner, Publisher, Selling Power Magazine

“I have six books on negotiation in my bookcase. This one is the best!”
--Janice Duis-Lampert, Director, Ralston Purina ... Read more

Reviews (6)

Bargain, this book will definitely pay for itself
Typically you get what you pay for. I have a den full of books that I paid over $50 for that I reference frequently and I have many books that I paid under $20 for that I look at and cringe when I think of the time I wasted reading them. This is an inexpensive book that gives valuable advice and examples that can help improve your negotiation skills immediately. I read it twice and plan on referencing it often. I circulated it to my purchasing department and made them read it (well at least they all claimed they read it).

Only the first 100 pages are useful
Don't be a win at all costs Shark or a bottom feeding pushover Carp, but be a cooperative win-win Dolphin....this is the thesis which this book is based on. I don't think it offers much value.

The last 100 pages are dedicated to hypothetical negotiation situations and the canned responses one ought to give. Most of it is common sense. For example, when someone gives you an ultimatum, you should counter it by postponement and hope the other side changes their mind. I wouldn't exactly call that negotiation astuteness, but it doesn't cause harm either.

Best negotiation book
I have read this book twice. I have read several other books including the Guerilla Series - Guerilla Negotiations and Herb Cohens books. This is the BEST book out there. It also helps with corporate politics.

Very good book
If you are in sales, get this book. If you are in management, get this book. If you have to go and buy a car, and you want to be able to hold your ground on the buyers side of the table, buy this book.

There is plenty of common sense here, some of the techniques will be old hat to some, but there is always something to learn or get better at, so for those that work in a business environment especially a selling position, this is a good book to go through and sharpen your skills with.

The first part of the book gives examples and definitions. It explains what the authors find as good negotiating and bad negotiating. There are tips ranging from understanding body language to understanding clues given by the other party, tips about questions and tips about location, information, using third parties, working in groups or alone and many other topics.

The second part of the book has the "101 ways to win every time". Basically it involves giving a brief description of a type of negotiating, a skill or technique, and the counter to this technique if it is used on you. They take about a page and are quick reading.

This is definitely a book worth owning and reviewing from time to time.

This book IS the only negotating guide you'll ever need
This handbook will empower you with the most effective strategies to "make the deal" every time! ... Read more

Reviews (5)

Essential Life Skills Reference Book
This book teaches the reader a process towards better conflict management. It is not a hard process to learn; its not an easy process to use all the time, though. That being said, I recommend this book HIGHLY, especially to anyone who is looking for ways to make their home life, work life, or community life more enriching.

Dudley was a professor of mine in undergraduate. He's a great man, and this is a *great* book.

When you're ready for peace
When you're waaay past "Looking out for #1" or "Winning Through Intimidation," when you're more than a few miles down the road from "Getting to Yes," when strengthening and developing all of your relationships has become far more important to you than "winning" or getting your way or creatively persuading the other person to do your bidding....then perhaps you're ready for this book. That's right, when you're ready for peace, even if you're the one who'se going to have to change, here's a framework, a process. But not until you're ready.

Best for group conflict, less for individual conflict
Weeks certainly has an amazing background in conflict, and his book reflects it. I found his principles (the eight steps) to be best applied to long-term group conflicts, such as contractual disputes between companies or labor vs. management strife. The eight steps are also helpful for individual conflict, but less so.

As I completed the book, I sensed a need to distinguish between the two kinds of conflict and thus devise targeted steps for individual conflict of a short-term nature.

That aside, this book is not pop-whiz-bang fluff. It is hardy stuff from an academician with bountiful real-world experience in the subject.

An Essential Life Reference Book
This book should be on everyone's personal reference shelf. I read it several years ago, and have incorporated the steps into my daily interactions with others. I go back to the book when I find myself in a difficult situation and need a framework to think through how to deal with it. Many conflict resolution approaches perpetuate our misconception that conflict is an event. The Eight Essential Steps focus on conflict as a state in a relationship. The prescriptions it contains are extraordinarily useful for building productive and healthy relationships.

This book is a MUST HAVE
Dudley Weeks spells out the Conflict Partnership method of conflict resolution in this brilliant book. Anyone who is currently in conflict with a loved one, co-worker, City Hall, what-have-you, should read this book, learn and practice the skills. Not only will it help you resolve your personal conflicts, but will help you help others, too, whether it be your kids or your PTA or your local planning commission. The book is accessible, thorough, and a delight. ... Read more

Book Description

The Theory of Industrial Organization is the first primary text to treat the new industrial organization at the advanced-undergraduate and graduate level. ... Read more

Reviews (5)

An organized introduction to industrial organization
This book covers the main subjects in this field, with very clear and readable expositions and solid formalizations. Mathematics is not difficult (basic notions of calculus and optimization are required) and some exercises have been included at the end of the chapters "...to help the reader become familiar with the subjects and to broaden his or her knowledge..."

A bonus track: the book is also an excellent bibliographical guide to those who want to expand their reading.

Very good book, but not for everyone
This book is absolutely the "classic" in IO. The author amazingly provided very clear and coherent exposition to this huge, but diverse field. But, this book is not for everyone as some reviews below implied. First, consultants or managers may not find this book useful for the real-life application, because this is a (rather serious) "theory" book. It has no detailed cases, no practical managerial implications, and so on. For that purpose, there are many other good books like Schere, or Carlton & Perloff, etc. The virtue of this book lies in the author's capability to make accessible otherwise very complicated and abstruse models, which would be mainly the concern of grad students in econ, not consultants. Therefore, econ students who are interested in theory development in IO would quickly grasp the essence of important IO models with a simple algebra. I don't understand what part of the book some people think is useful as a reference for the consultants or even everyone.

Second, simple algebra in the book does not mean it is accessible to "everyone." At the introductory grad level, game thoery and information economics use only basic algebra, but it is still not easy at all. Of course, this book introduces almost all important topics usually taught in the first-year micro sequence at graduate school, like repeated game (Ch 6), basic mechanism design technique (non-linear pricing in Ch 3), principal-agent problem (Ch 1), and so on. It would be misleading if one says these topics are accessible to everyone because of "minimal use of math." Even chapter 1, the theory of firm, is a very deep discussion, introducing the concept of "incomplete contract."

In my opinion, this book will be ideal for econ grad students, who would want to quickly review relevant chapters before moving into more recent IO literature (of course, now with full rigor).

The best IO book around
I studied Economics, soon after found myself working as a consultant, and still I keep this book on the shelf as reference in case I need it. IO is the most important branch of Economics with direct applications on the business world. This book is entirely theoretict and contains only the most significant models, along with references to other papers related the subject. The only addition I would make to this book is to incorporate some practical information to see the power of the models explaining the real world.

Before starting to shout that a "New Economy has come!", people should focus more on the intrincate models already developed by economists ranging so different subjects as: differentiation, entry, information, innovation, etc. When I wrote my thesis on e-commerce, ...

A word of advice: You need very good grounding in Game Theory (beyond the initial stuff you learn at intermediate Microeconomic level), if not, try reading the appendix on Game Theory before inmersing on the subject.

The best book available about IO
Tirole's book is, without doubt, a comprehensive and detailed explanation of modern IO theory. Although, at first, the structure of the book seems a bit awkward, the truth is that when you need detailed information on any aspect of IO it presents you with a complete, easy to understand review of its theory. I think that after reading Martin's Advanced Industrial Organisation,as an intermediate approach to IO, which is a fine, well structured book, if you want to get a deeper knowledge about IO, Tirole's book is, in my opinion, an excellent buy.

Still "the" reference in IO
Although the book is now 12 years old, it is still the most recommended reference in top academics departments. The clarity of the writing and the width of the content (from the basics to a very advanced level) are some obvious qualities. The use of math is restricted at its minimum, with many graphics to emphasize intuition. The author, known as one of the leading scholars in micro theory, has also introduced many examples of applications and exercices. In the age of the Microsoft trial and antitrust issues, this is a book that will interest everyone. For the record, I have heard it will soon be translated in Chinese (mandarin) ! ... Read more