Book Description

Reviews (10)

Excellent, Invaluable Tool
My first interaction with this text was in 2000 attending Prof. Northcraft's class at the University of Illinois. This was easily the most influential class I experienced as a graduate student, thus I am obviously a little biased as a reviewer. However, now as a member of "Corporate America" I have recently revisited it, and have found the knowledge contained within to be indespensible to my current work. In a very easy-to-read and concise manner Prof. Northcraft gets to the heart of what one needs to succeed in negotiation. The discussion takes you beyond broad-brush theory and focuses on some concrete strategies that can elevate your skill as a negotiator.

My only complaint is the title. This book can help the reader with much more than negotiating a jucier bonus. Anyone looking to improve their negotiation skill for any purpose can learn plenty from this book.

Excellent Content & Practical Advice
Great Book! An easy to read book that provides very practical advice for negotiating compensation. Instead of relying on the same old stuff, this book provides information that was proven to be effective. It also incorporates the feedback of an advisory panel of recruiters who deal with these issues everyday. The common misconceptions and pitfalls information was very valuable.

Must-read for all seeking new jobs!
This is a must-read for anyone looking for a job or seeking to make the money they deserve in the job they already have. Northcraft and Pinkley are smart, down-to-earth negotiators who show you how you can do your best to negotiate the best salary you can get. Those out of work will gain strength and self-pride from this book, despite their situation -- perhaps the most important help the book offers, in the end!

I Know The Professor
I know Prof. Northcraft, and I took his course here at University of Illinois. It was WELL WORTH it, as much as the book was too!

I respectfully disagree with the previous reviewer that claimed the book was written by academics with "no negotiating experience." Prof. Northcraft has completed negotiation processes for many small to large corporations, including Disney and many others.

The book is concise, yet practical. The book makes great headway in setting the reader on a pathway to becoming a good negotiator, as much as, if not better than a speech communication book makes a person a good communicator. The reader has to apply and practice the concepts for the skills to become most effective.

A must buy for college grads!

Simply useful
As a professor in a business school, I am often asked for negotiating advice from students. This book will make my life easier as I will keep a couple of copies on the shelf and direct the students to invest in their own copy. The strength of this book is that it is well written, easy to read, and distills a lot of what we know about negotiations down to easy to follow steps. The authors should be commended for writing a book that is simply useful. ... Read more

Book Description

This book contains the information and tools you need to lead and manage your real bottom line -- your Company Culture. The lessons come from over 20 years working with thousands of managers in US companies. With this book you will build a work culture that has:

Employees Who are Empowered and Engaged

High Employee Morale, Motivation and Productivity

Strong Teamwork and Cross Functional Cooperation

Memorable Service that Produces Loyal Customers

Low Turnover ... Read more

Reviews (4)

Culture, Evolution, and Leadership
At some point in your career either in an organization or as an external consultant you are likely to be handed a "golden baton" and asked to facilitate or create change within the corporate culture. On one hand you may be delighted that the organization has seen the value in this sort of initiative and recognizes the need. On another hand you may be aware of the task at hand and wonder, "Does this organization really understand what it is asking for. Is it truly ready to make the necessary changes to create this 'said' desired outcome." If in fact you accept at this endeavor, ( and I choose this word lightly-as many are not asked but assigned to the undertaking) I recommend you read two useful resources. The first you are probably already familiar with, John Kotter's Leading Change; the second I will be sharing with you here, Barry Phegan's Developing Your Company Culture-The Joy of Leadership.

John Kotter's Leading Change is very useful as a pragmatic guide to the strategic steps necessary in creating change. Strategy, alone, cannot ensure cultural change. What Phegan does is put strategy in the context of what he calls the "Five Levels of Evolution, Culture, and Leadership." According to Phegan, there are five areas in organizational culture that require balance: physics, life, competition, language, and experience. In most companies the organizational cultures are strong in some areas, weak in others. In order to align a "cultural change" strategy in a way to create meaningful change, there must be leadership to balance out these areas.

5. Experience-feelings, trust, fear, caring, values, involvement, satisfaction There is always experience, but in most organizations the quality of it is poor. You cannot get to this directly, only through actions at level 4.

4. Language-communications, listening, meaning, understanding, relationships, teamwork, consensus, win-win This is the thinnest area in most organizational cultures. Communications, understanding, relationships, and teamwork are usually weak. +

3. Competition-economics, authority, control, politics, win-lose, rules, information, productivity, profits, decisions Although not always discussed, openly, this level is overemphasized in most organizational cultures.

2. Life-systems and processes, biology, operational procedures and methods, training, software, efficiency Operating systems are often poorly developed. There is usually plenty of room for process improvements. *

1. Physics-chemistry, equipment, hardware, engineering, technology In most organizations, this level is fine. It is easier to talk about equipment than the more productive areas of processes (2), or communications (4). The table below (page 53 of text) points to the fact that the largest opportunity to develop changes in the work culture lies in language-which has been broken down into communications, listening, meaning, understanding-basically relationship building. The next largest opportunity lies in tackling problems in processes and procedures.

While I am sure that this makes intuitive sense to you, the task becomes how to document and put together a means to actively measure the actions you are taking and how they affect the bottom line or the goals and objectives by which you are to be measured while leading this imitative. Phegan does not offer any solution to that dilemma. What he does, however, is offer a template to improve the areas that need the attention. The most effective strategy that Barry Phegan advocates is the use of an informal interview. He provides a template for an interview format that will allow organizational leaders to get clearer understanding of the framework of the organizations employees. It is from these "non-agenda-conversations"-not "fireside chats" relationships are built, the "true" picture of the existing culture can be drawn, and human beings can feel individual and valuable. This is where he claims you get the biggest return on your cultural change investment.

The book is full of information regarding group dynamics, the art of negotiating, and skillful tips to managers. What is somewhat discouraging is that after several pages of information, guidance, and helpful hints, he ends his book with a section called Reflections where he points out that "work cultures are very stable. Sometimes they would rather die than change." He outlines why managers resist employee involvement in cultural change initiatives. Perhaps the knowledge of why there is resistance is helpful, but he does not offer any solutions to this aspect of human management nature. He even encourages external consultants to work in teams, "culture consultants should always work as a team. Work cultures are simply too seductive."

As you go forward with the task at hand to lead or create cultural change, don't get discouraged. Remember, each positive conversation, change, meeting does have a ripple effect. Phegan encourages you as a cultural leader to look for "pockets of readiness" and to encourage them. Work and gain momentum with those who "get it" and allow the change to evolve over time. It cannot be forced.

Provides a critically needed counterpoint
As a teacher and practitioner of organization development I recently re-read this book and found it especially germane given today's acceleration of mergers, acquisitions, and pace of life in general. Work is more challenging yet less fulfilling than ever. Change sometimes seems to be expected if not immediately, then soon thereafter. The quick fix solution is sought all too often, typically in the form of a high profile "program" which does not adequately address underlying issues and therefore is doomed to failure. This includes culture, a label that in popular use has been hung on everything from common behavioral patterns to espoused new corporate values that senior management wishes to inculcate. The metaphor nevertheless has considerable relevance for developing organizations, particularly in regards change and change management. Language-including communications, understanding, relationships, and teamwork-is usually the weakest area in organizational cultures, particularly so with the increase in computer-mediated communication. Thus the book provides a critically needed counterpoint. For example, one of its practical tools, "the cultural interview," reveals common themes which provide the basis for discussion, thereby opening and directly developing the culture and enabling the possibility of people finding new meaning at work and life such that change actually can become welcome.

UNDERSTANDING COMPANY PEOPLE
Teaching by clear and helpful examples is the strength of 'Developing your company culture'. Dr Phegan in less than 150 pages provides valuable insights on understanding the decision making process in corporate cultures, the nature of power sharing, the importance of feedback and the benefits of listening to each other. In terms of implementing consensus management and increasing productivity through creating friendly work environments his practical tips clearly come from someone who has "been there" and learned from his experience. I found this a very useful book for all levels of leadership from project management to CEO level. Highly readable with no fancy jargon. Peter Robinson, Editor "San Francisco Books and Travel."

Powerful, yet easy to understand and implement
I was assigned this outstanding book in my MBA program. Two years later, it is the one I turn to when I encounter difficult issues in my business. It is practical, simply illustrated and the practices outlined in it work! ... Read more

Book Description

This classic in organizational theory provides a succinct overview of the principal schools of thought as it presents a critical, sociopsychological, and historical orientation to the field of organizational analysis. Vividly written, with theories made concrete by specific, student-oriented examples, it takes a critical view toward organizations, analyzing their impact on individuals, groups, and society as a whole. New chapters on economic theories of organization and the conditional power theory are among the features of this revised edition. ... Read more

Reviews (1)

A "Must Read" for Public Administration Students
This is an extremely beneficial reading for those who have a general knowledge base of Organizational Theory. Readers who do not have any organizational theory background may consider the book esoteric. Charles Perrow's critical analysis of organizational theory identifies the general evolution of models of organizational theory and respective influence on the field of organizational theory. The book cites several case examples to help create mental hooks for the basis of each model's origin. Perrow's "Complex Organizations" is dichotomized between the schools of sociology and administration. Organizational theory is not easy to digest but this book is very easy to read and digest in just a few sittings. ... Read more

Book Description

In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales.

He shows salespeople how to:
* Use pressure points to control the negotiating situation.
* Downplay the importance of money.
* Ask for more than one expects to get.
* Negotiate with individuals from other cultures.
* Master the nine elements of power that control negotiating situations.
* Analyze personality styles and adapt to them.
* Master the 24 power closes.

This is not a dull, dry treatise full theory.Nor is it a handbook of tricks and scams meant to manipulate others.It is the most complete book ever written specifically for salespeople about the process of negotiation. ... Read more

Reviews (2)

Highly Recommended!
While the market is flooded with books on how to pitch, sell, wrangle and close a deal, this book rises well above most of them. Author Roger Dawson takes salespeople step by step through the economic and psychological aspects of successful negotiating. Expertly and conversationally written, and strategically structured, this book actually delivers what its title promises: plenty of secrets about power negotiating. View your job in sales as a chess game you can control because you know the rules, from the opening gambit to the power plays in the middle, to the all-important close. If you've read Dawson's Secrets of Power Negotiating, you'll find a good bit of repetition here, but even when he cites the same gambits, he discusses using them to make sales. You only need to read one of the two books, but we [...] say make it this one if you're in sales. Learn these gambits, so you can say, "Checkmate."

A Must for Salespeople
I have read a lot of material on selling and negotiating and wish I had read this book by Roger Dawson a long time ago. Concise yet comprehensive in terms of content, this book will undoubtedly throw light on how to manage a successful sale through careful negotiation from the initial contact to closure. ... Read more

Book Description

Hilgert/Dilts is the only non-custom product on the market to offer an anthology of cases for the labor relations/collective bargaining course. It contains an extensive set of cases dealing with Union/ Management problem situations. The cases vary in length, complexity and numbers of issues. ... Read more

Book Description

Negotiating Globally is an essential resource that provides managers with an accessible framework to help them customize and adjust negotiations as they navigate cultural boundaries. Written by an internationally acknowledged expert on the subject, this book will help negotiators cross ethnocentric and geopolitical boundaries successfully as it provides solid information and strategies that will be useful in any cross-cultural negotiation. Packed with practical advice on how to manage cultural differences whenever they appear at the negotiation table, Negotiating Globally is a key resource when it comes to negotiating deals, resolving disputes, and making decisions in the global market. Instructive stories and cases from the author's original research give readers a real-world look at the author's advice in action. ... Read more

Book Description

Corporate negotiation is a process like all other business strategies.In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table.

The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings:
* Estimating the negotiation.What are the actual issues in the negotiation?Sellers determinethe effects, both positive and negative, of a lostdeal.
* Validating the estimation.A fact-finding exercise to confirm the accuracy of previously made assessments.
* Creating value. Sellers structure a series of deals creating measurable value for parties on both sides of the negotiation.Each offer addresses theessentials but goes on to include additional benefits for the buyer.
* Dividing value. A presentation of "multipleequal offers" is made to buyers, providing more value and choices than they anticipated.

Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view. ... Read more

Reviews (20)

Exceptional....and it works!
This book was exceptional!

I have always considered sales negotiation to be " a necessary evil" of selling. This book helped me to realize that sales negotiation is an easy to understand repeatable & measurable process focused on what you "do" rather than what you "say". What I didn't expect was how well the 4 step strategic negotiation process fit within my existing sales process and takes it to a whole new level of value.

Specific areas within the book that immediately helped:

*BUILDS CUSTOMER RELATIONSHIPS: How the Strategic Negotiation Process builds the customer relationship not make it tense or adversarial. (The last book I read on negotiation offered 135 tactics and countermeasures on negotiation...how do you build a positive relationship by being reactive?)

*NEGOTIATION BLUEPRINT: The CNA (Consequences of No Agreement)and Trade Analysis shed a completely different view of the sales opportunity helping my team realize what the real opportunity was.

*WORKSHEETS: The worksheets spread throughout the book allowed my team to work a specific and challenging deal we were probably not going to win. As a result of using the process we were able to analyze the CNA, expand the ($)deal, trade a few high value items to both sides. As result our competition can no longer compete, the deal promotes a longer term, more valuable relationship to both sides.

*THE 4 STEP PROCESS: As mentioned earlier...the negotiation process Deitmeyer details in the book blends well with our current sales process (we now call it the sales process on steriods) Each step builds from the previous helping my team recognize what and where the vulnerabilities are allowing us to focus in the right places with the right people on the right issues.

Strategic Negotiation
It's a great book and a great process. The approach is simple common sense applied through a user friendly format. It works for just about any negotiation situation, and is especially good for selling/buying situations where you will have repeat encounters. True Win-Win negotiations are required in these cases, and this systematic approach results in maximum levels of satisfaction on both sides of the table. You are directed towards understanding the value to each side, what each want to achieve, their priorities, and the consequences of no agreement from which you can form a proposal. This is a refreshing opportunity for departure from the normal mode of operation where all buyers and most sales people jump straight to price and fail to explore the other important opportunities to form agreement.

Inconsequential
I really can't believe that they keep writing books like this. I was hoping to get something new but it's the same story with a different package. The writers treat the readers like children and the "process" is nothing more than telling people to prepare for their negotiations. I didn't need another book to tell me that. Getting to Yes and Negotiating Rationally are much better.

great confidence builder
I just finished this book and must say that it will make an immense difference in my confidence during customer negotiations. I have read two other books on negotiations and have been through negotiation training at my company and finally I have something I can actually get my arms around, I only wish my customers were using the same process!

Great book, great process
I strongly suggest this book, I work very complex global B to B deals and find the step by step analysis easy to follow and at the same time yielding powerful analysis. The writing style made me feel like I was talking directly to the writers. ... Read more

Book Description

Lively and clearly written, this comprehensive and innovative work provides a multi-disciplinary and contemporary introduction to organization theory. Offering an even-handed, balanced appreciation of different perspectives, its approach is pluralist, reflecting the diverse nature of organizational theory as a field of study influenced by thinkers from a variety of disciplines. Readers are encouraged to `adopt' these perspectives to expand their own views on the subject and to enhance their understanding. This book also introduces the multi-perspective approach, explores the ways in which organizations are analyzed, and covers topics of central importance in organizational theory, including decision-making, power, conflict, control, and change within organizations. ... Read more

Reviews (4)

Doctoral research material
Hatch writes in a consise and informative manner. It is not the type of writing that you wonder what you just read. Her writing holds the reader's interest by keeping her style uncomplicated in word and thought. The breath of orgainzational information is outstanding and the depth of each topic seems to be at a level to keep you reading but not overloaded and bored. Highly recommended for org research.

How to look at organizations?
The book is an academic level state-of-the-art of organization theory. Definitely the best contemporary book in the field - suitable for all the students, but also for academics and practitioners. It covers both historical and current issues. Though pretty comprehesive, still comprehendable. In lay man language Hatch writes about most difficult issues of organization theory - structure, environment, culture, etc. are all covered, usually with some alternative perspectives (e.g. 'organizational culture' is described also from postmodern and symbolic perspectives, current books and papers are referred etc.).

Very interesting, i have learned a lot!
Very interesting, i have learned a lot

Excellent!
This is a wonderful textbook and much more than a textboo ... Read more

Book Description

The award-winning first edition of The Promise of Mediation, published ten years ago, is a landmark classic that changed the field's understanding of the theory and practice of conflict intervention. That volume first articulated the "transformative model" of mediation, which greatly humanized the vision of how the mediation process could help parties in conflict. In the past decade, the transformative model has proved itself and gained increasing acceptance. It is now being used in such diverse arenas as workplace, community, family, organizational, and public policy conflicts, among others.

In this new edition, the authors draw on a decade of work in theory development, training, practice, research, and assessment to present a thoroughly revised and updated account of the transformative model of mediation and its practical application, including

• a compelling description of how the field has moved toward increasing acceptance of the transformative model
• a new and clearer presentation of the theory and practices of transformative mediation, with many concrete examples
• a new case study that provides a vivid picture of the model in practice, with a commentary full of new information about how to use it effectively
• clarifications of common misconceptions about the model
• a vision for the future that shows how the model can coexist with other approaches and where the "market" for transformative mediation is emerging

Book Description

You may have the most outstanding business, product, idea or talent in the world, but in order to be successful, you have to let the world know about it. Raleigh Pinskey offers you a crash course on how to get the attention you need. 101 Ways to Promote Yourself reveals the insider secrets learned from years of experience and how these low-cost, high-powered techniques can carry you to the top of your market and beyond.

Find out how to:

• Develop hot new leads
• Project a positive image
• Get your name in front of potential customers
• Promote instant name recognition
• Hold on to valued customers
• Build on your success by cultivating referrals
• Position yourself for greater visibility in your market
• Grow and expand your network and database
• Explore media opportunities
• Market effectively on the Internet
• Create goodwill in your community

Reviews (57)

FOR A MERE $6 I GOT ALL I NEEDED TO KNOW
I LOVE THIS BOOK!!! Thank you so much for writing it. I know nothing about marketing, and for a mere $6, I got all I needed to know. I read the entire book in 2 days. Thank you for including low-cost ideas as I am just starting out. I started a cooking business. I plan, shop, prepare and clean up. I prepare enough meals in the client's home to last 10-14 days. I am a Registered Dietitian, so that gives me good credibility. I am planning on doing seminars for people who can't afford to have me come in and prepare the meals for them. Hopefully I will be able to write a book from there. Thank you so much. It's not as hard as I thought.

ATTENTION EVERYONE - THIS IS A GREAT BOOK - READ IT!
Once you've read Raleigh Pinskey's books, you are hooked. I started out as an engineer, and Raleigh is helping me to come all the way out of my shell. She has written the perfect book to help me out!

Needless to say 101 Ways to Promote Yourself is playing a huge role in helping me to be a successful writer. I now consider Raleight to be a success mentor. Her wisdom is easy to follow - but more than that it is right on! I guarantee that if you read this book you will have tons of marketing ideas for promoting yourself - it's that incredible.

Raleigh always covers all of the proactive bases: smart thinking, system thinking, futuristic thinking, and positive thinking. If you are truly seeking the kind of success and abundance that makes your life 100% livable - you must read this book. Some of the ideas she promotes are found in SUCCESS BOUND, another book built on learning how to live a proactively life that is God centered and fulfilling.

Ponder the wisdom and truths of this book and let them seep deep into your subconscious mind. Then step out of your shell and PROMOTE YOURSELF.

Good Book!
This is a book loaded with hundreds of ideas on how to promote yourself (for you and/or your business.)

For example in the first chapter the author talks about selecting a good name for your business:

What are some examples of successful names?

Independent Business magazine and Business 96 magazine (last year Business 95, next year Business 97) both hold business name contests.

These are the Independent Business winners for the first three contests (there were none in 1992 or 1993):

•1991
#1: Juan in a Million (Mexican Restaurant)
#2: Twice Sold Tales (used book store)
#3: Loch Ness Lure Co. (fishing lure shop)

•1994
#1: Curl Up and Dye (beauty salon)
#2: Johnny on the Spot (portable toilets)
#3: Brilliant Deductions (tax preparation services)

•1995
#1: Rhythm & Brews (coffeehouse with music)
#2: Wreck-O-Mend (car collision repair)
#3: Engine Newity (car engine repair)

* * *

Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated

Pinskey Gives You 101 Detailed Plans for Great Publicity
The title led me to expect a list of 101 promotional ideas, with an explanation of each idea. But Raleigh Pinskey delivers far more!

Everyone in business needs promotion. And it's usually promotion that gets left behind, the victim of time allocation where priorities are put on product acquisition and delivery, and the myriad everyday details of running a business. Yet it's promotion that brings attention to the company and gives us all the opportunity to grow the business.

Pinskey gives us 101 promotional ideas, and here's the bonus: Each idea is explained, including implementation ideas, resources, and contacts needed to pull the idea off successfully!

This book is a resource manual that could have been produced in a notebook and sold at business seminars for a hundred bucks. Instead, Pinskey and her publisher have made it a gift, packaging it as a mass media paperback at a remarkably low cost. Don't bee fooled by the low price. Others would charge far more for this advice.

Skim through this book. You'll easily find a dozen ideas that are not suited to promote your business, though they might be useful to others. And you'll find a couple of dozen ideas that do apply to your specific business. Take those ideas seriously. Put them into action and profit.

I'm taking this book home for a weekend project to come up with a few new promotion projects for my own business. You can, too!

Good and bad
There are good and bad suggestions in here, but perhaps that is a strength, as it will get your mind working. If one good idea comes of a quick reading, then the book has paid for itself, no problem.

I would like to say I was put off by the authors left wing ranting and felt it was out of place. In fact, I pretty much lost respect for her and it hurt my opinion of the rest of the book. I guess if you're a leftie, you'd probably be more inclined to feel she's a market wiz, and won't mind her silly attacks on the right.

In either case, when it comes to business, ideas are ideas, so a quick scan of this book may lead to a good idea, and the cost is low enough to justify buying it. ... Read more

Book Description

Drawing on the research of more than 50 influential international scholars, this extensive interdisciplinary survey consolidates and evaluates what is known and not known about organizations, and critically examines how we learn about and study them.

The contributions are grouped under ten headings, representing the most important contemporary perspectives on organizations, including networks, ecology and technology, each of which is covered at three levels of organization: intraorganizational, organizational and interorganizational. For ease of use each chapter is structured around five common elements: review and evaluation of the literature on that topic; contemporary issues and debates; central questions that remain unanswered; new and emerging directions for research; and connections across levels of organizations.

For newcomers to organization studies, this up-to-date resource provides a foundation for navigating the field and an overview of its complexities. For more experienced students and scholars, it offers a rich source of inspiration and ideas, and clear guidance for designing and carrying out exemplary research. ... Read more

Reviews (2)

¿I Hate Bureaucracy, I Love Bureaucrats¿ Syndrome
So far, much has been written about the evils of bureaucracy, but less has been written about the accomplishments of bureaucracy. Generally, the message given by popular literature regarding government bureaucracy was one-sided and too far from completeness. In this book, the author tries to draw a complete picture of government bureaucracy. In contrast to popular bureaucracy-bashing writing, Goodsell reaches surprisingly interesting conclusions that contradict long-held beliefs toward public bureaucracy.

The overall characterization of government bureaucracy within popular culture reflects that government bureaucracy is overstaffed, inflexible, unresponsive and power hungry. In forming such an image, media and academia have played a crucial role, according to the author. The economists are hostile to government bureaucracy on the basis that competitive markets and profit incentives are feasible means to obtain efficiency; sociologists are concerned with pathologies of bureaucracy; and so on. However, generally, criticism of bureaucracy is not well supported by empirical data. As being different from those who attack bureaucracy based on unfounded assumptions most of the time, Goodsell supports his arguments with empirical data that have been obtained from citizen surveys. In my opinion, the reason for the case is very well presented and worthy of careful reading.

One of the arguments of the author is that critiques of government bureaucracy fall prey to the mistake of seeing bureaucracy as a whole (a form of abstraction), and ignoring the differences between different public agencies. Goodsell aptly illustrates how public agencies greatly differ from each other in terms of performance, conduct and so on. Also, citizen surveys support the fact that ordinary citizens are glad from their relationships with government bureaucracy in their local neighborhoods. However, as a general concept, bureaucracy is an oxymoron (this paradox, in literature, is called "the paradox of distance", that is, ordinary citizens are happy with their business with bureaucracy and bureaucrats, but they have negative attitudes toward 'bureaucracy'-the more distant the bureaucracy the more the negative attitude is).

Not only Goodsell examines accomplishments of government bureaucracy, but also he convincingly demonstrates the facts that impede the expected success of the government bureaucracy, including vague goals given to bureaucracy, the problems of coordination created by excessive outsourcing (administration by proxy), the complexity of social problems that government bureaucracy deals with, efficiency and equity conflict, and the like. In handling the subject, this book is very comprehensive, and the author files an excellent and convincing case. Not easy to summarize all the points, however all popular myths regarding government bureaucracy I (probably you) have heard are answered in the book with tremendous clearness.

Overall, I highly recommend this classic to anybody who is interested in government bureaucracy. I also recommend "The Spirit of Public Administration" by George Frederickson, and "Bureaucracy" by James Wilson. The case for bureaucracy is a case for bureaucracy, and you are the members of the Jury. The final decision is up to you.

Critique of The Case for Bureaucracy
I never thought that I would find myself reading a book that was in favor of bureaucracy. Being a skeptic, I thought that every second spent reading this book would be a waste of time. However, I was surprised at how Charles T. Goodsell makes you want to jump on the bureaucracy bandwagon. Charles Goodsell has done a fair job on his book "A Case for Bureaucracy: A Public Administration Polemic." Goodsell looks at several of the preconceived notions that are held by the general population about the size, structure, hierarchy, and organization of the bureaucracy regardless whether it is in federal, state, or local governments. Goodsell begins each chapter with a great deal of enthusiasm but runs out of steam when it comes to making a solid argument for bureaucracy in some of the areas discussed. The author obviously has an affinity for statistics, which he uses throughout ninety percent of his book. Goodsell tries to rely on data that was collected some twenty to thirty years ago. The public sector has undergone numerous changes since some of these surveys were conducted. Some of the studies that he uses such as comparisons between Detroit and Delhi, I found somewhat irrelevant. Charles T. Goodsell makes a strong case for the bureaucracy in the United States. His unique approach will convince many that the bureaucracy is open, flexible, and even willing to change. However, I feel that because of his outdated and irrelevant surveys and studies, which he uses throughout his book, which these detract from rather than make the case in favor of bureaucracy. The book is a noble attempt to win citizens over to the idea that the bureaucracy is a polite, customer service oriented, friendly, and helpful group of 20 million individuals that are there to serve them. I am not sure that even the most well written defense of the bureaucracy will alleviate the notions that are held by most citizens. ... Read more

Reviews (4)

A Superb Text About Organizational Theory & Design
Amongst several Organizational Theory textbooks, this book stands unique. It is very comprehensive, profound, and detailed while being simple, exciting, highly organized, and not wordy. The language of the book is conversational and it helps you "digest" the theoritical concept very quickly depending on a wonderful set of examples and real-life profiles. This text was definitely helpful to me in develpoing a very clear understanding of organizational design, stucture and culture through an excellent coverage of up-to-date topics and well-refined treatment of textual presentation. I advise every management reader to enrich his/her personal business library by acquiring this book. It is really awesome!

Very Comprehensive Treatment of Org Theory/Design
I teach an undergraduate class in "Organizations & Technology" at the University of Phoenix (Southern California campuses) and we use the Garth R. Jones book as our textbook. I have found the book to be so comprehensive and well-organized that I am able to link the organization and content of my lectures directly to the textbook. I find that I cannot do this with many textbooks.

I am most anxious to obtain the "instructor's version" of the text and the accompanying videotapes. (These are mentioned in the preface.)

A Good Review of Organizational Theory
Jones' text on organizational theory provides the casual reader with a good review of the main currents of thought on that subject. The layout of the material helps readers identify key points easily.

This reader found the surprising number of grammar errors, particularly split infinitives, distracting.

This is a question!
Does anyone know if this book was co-written with Rob Goffy ... Read more

Book Description

Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Breakthrough Business Negotiation demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances. Watkins also explains how to prevent disputes from poisoning deals. ... Read more

Reviews (4)

Packed With Knowledge!
If you say po-tay-toe, and they say po-tah-toe, you say to-may-toe and they say to-mah-toe, you can work the whole thing out. Just ask Michael Watkins, Harvard associate professor and author of this solid primer on how to conduct effective negotiations. While "breakthrough" may seem like a title marketing pitch, since many of these techniques have been covered in other books, he organizes the material thoughtfully. Watkins emphasizes multi-party negotiating, examining the power of coalitions. He diagnoses the external and situational factors that shape even two-party negotiations and provides helpful examples, diagrams and lists. His clear interesting style is a big improvement over most ponderous academic tomes on negotiations. To get the most out of this volume, really read it, and then practice the techniques. Are position is clear: business managers, dispute resolution professionals and anyone facing multi-party negotiations should bring this to the table.

Packed with Knowledge!
If you say po-tay-toe, and they say po-tah-toe, you say to-may-toe and they say to-mah-toe, you can work the whole thing out. Just ask Michael Watkins, Harvard associate professor and author of this solid primer on how to conduct effective negotiations. While "breakthrough" may seem like a title marketing pitch, since many of these techniques have been covered in other books, he organizes the material thoughtfully. Watkins emphasizes multi-party negotiating, examining the power of coalitions. He diagnoses the external and situational factors that shape even two-party negotiations and provides helpful examples, diagrams and lists. His clear interesting style is a big improvement over most ponderous academic tomes on negotiations. To get the most out of this volume, really read it, and then practice the techniques. getAbstract's position is clear: business managers, dispute resolution professionals and anyone facing multi-party negotiations should bring this to the table.

What To Do When You've Gotten Past No
This book describes and demonstrates, with various case studies revisited throughout the book, a number of intermediate negotiation concepts. Readers with experience in negotation will find themselves looking up from time to time saying, "Oh, that thing has a formal name!" For example, the tendency of one party to discount or ignore conciliatory overtures from the other side is called "reactive devaluation." Labelling the concepts isn't necessarily of any use in the throes of a negotiation, but can be useful as a guide for analysis, and it was very interesting.

Not as simple as _Getting to Yes_, on which it obviously builds (I think all books about negotiation have to use the term "BATNA" to have any credibility these days), nor yet as complex as _Beyond Winning_, this book does in fact offer a "toolbox" of strategies for the negotiator's use in analyzing a situation and maximizing the likelihood of obtaining a desired outcome.

Of particular note is Watkins's emphasis on identifying and analyzing the interests of multiple players, which is more often encountered in the real world than the one-on-one situations more frequently used as examples by negotiation authors.

Breakthrough Thinking!
This book deserves a spot on every negotiator's bookshelf. It is a comprehensive guide to the process of negotiating, going well beyond basic books, but still very accessible. Even the most experienced negotiator will find much that is fresh and enjoyable here. ... Read more

Book Description

Whether you work in the corporate world, a nonprofit organization, or the government sector, you likely face the need to work with others to solve problems and make decisions on a daily basis. And you've undoubtedly been frustrated by how laborious and conflict-ridden such group efforts can be. At all levels – from neighborhood block associations to boards of directors of multinational corporations – the consensus building process is highly effective in an increasingly fragmented, contentious society. In addition, the old top-down methods such as Robert’s Rules of Orders often prompt more problems then they solve. Consensus helps you to implement better, more creative solutions.It provides a winning alternative to top-down decision making – and even parliamentary procedure. By learning to build consensus, stakeholders come to understand and respect one another’s perspectives. The consensus building process allows participants to find solutions and forge agreements that meet everyone’s needs – and provides a meaningful basis for effective, long-range implementation of decisions.The Consensus Building Handbook provides a blueprint to help make the process work in your organization, including a practical, quick-reference Short Guide.Plus, you’ll find in-depth commentary and seventeen case studies with in-depth commentaries to provide the theoretical basis for this new approach.CASE STUDIES INCLUDE:Activating a Policy Network: The Case of Mainport Schiphol The Northern Oxford County Coalition: Four Maine Towns Tackle a Public Health Mystery The Chelsea Charter Consensus Process Resolving Science-Intensive Public Policy Disputes: Reflections on the New York Bight Initiative Negotiation Superfund Cleanup at the Massachusetts Military ReservationRuleNet: An Experiment in Online Consensus Building Regulatory Negotiations: The Native American Experience The Chattanooga Process: A City’s Vision Is Realized From City Hall to the Streets: A Community Plan Meets the Real World The Catron County Citizens Group: A Case Study in Community Collaboration Facilitating Statewide HIV/AIDS Policies and Priorities in Colorado Building Consensus for Change Within a Major Corporation: The Case of Levi-Strauss & Company ... Read more

Reviews (1)

An amazing achievement
This is a splendid compendium of articles and case studies by some of the leading practitioners in the field of dispute resolution. A true magnum opus which is worth the price. It takes the "fluff" out of negotiation literature and presents a welcome mix of theory and practice. ... Read more

Book Description

This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization.

Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process."

This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining.

Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field. ... Read more

Reviews (2)

A thought-provoking, well-organized guide
This book strikes a great balance between negotiation analysis and real-life application, two aspscts which I believe whoever wants to pursue a good commend of negotiation can not do without. I particularly appreciate authors' dedication to provide lively examples to articulate the key points. I highly recommend this book to serious and enthusiastic readers interested in the facinating field of negotiation.

Vague . . . .
not a book for students or research ... Read more

Book Description

This book provides a step-by-step approach to successful negotiations.Many people view negotiations as a complex, daunting process, full of surprises. Based on more than 25 years of training negotiators in the U.S. and abroad, the authors say it doesn't have to be that way. The secret is to carefully structure the entire process. Negotiation: Six Steps to Success shows how to enter a negotiation well positioned to succeed, by analyzing the situation in advance, and building a plan that reflects reality. The authors then present clear guidelines for evolving a plan during the course of negotiation, so the negotiator stays in control and can successfully achieve the desired results. Case studies are used throughout the book, which offers a unique and needed counterpoint to the mythology and folklore that all too often surround the process of negotiation.Anyone who negotiates -- in either professional or personal contexts. ... Read more

Book Description

"There really is a Jerry Maguire. Only he's not some schlumpf struggling to make it on a wing and a prayer like Tom Cruise in the movie. . . . His name is Leigh Steinberg, and he's been cultivating a choirboy image for twenty years. He also happens to be the pre-eminent sports agent of our time."

--San Francisco Examiner Magazine

"This is a book about the process of negotiation. Which means that this is a book about life."

Leigh Steinberg is the premier agent in sports. He has negotiated over $2 billion in contracts for the athletes he represents--who include Troy Aikman, Steve Young, Drew Bledsoe, Kordell Stewart, and Warren Moon--but he has also spent twenty-four years as a sports agent living by a strict personal and professional code of ethics. Steinberg's philosophy of ethical dealings and responsibility is well known in the sports world--and well known to moviegoers as well, because Steinberg's way of doing business was a model for Cameron Crowe's wildly successful film Jerry Maguire and the "manifesto" of business ethics that was the premise of the film.

Steinberg has always believed that negotiation is about more than the bottom line: the most successful business dealings are not always the ones that pay the most; they are about balance, perspective, objectivity, and values. A success in business must also be a success in one's own life. And in his book, Steinberg shares the secrets of successful negotiation, breaking the process down into the essential steps, from "Orientation" through "Making the Deal," and giving step-by-step practical and inspirational advice that will get any two people or parties, in any situation, to come to terms.

Full of great inside sports stories and characters, Winning with Integrity is an intelligent, insightful, and inspiring guide to the art of negotiation in business and in life--from the most successful businessman in sports.

"It's fashionable now, after the movie, for a lot of agents to talk about heart, but Leigh was the only one talking like that in 1993, when I began research."

--Cameron Crowe, director of Jerry Maguire
... Read more

Reviews (18)

Sound principles from a master negociator
It's been said that if you want to learn how to be succesful, you go and talk to a person who is successful. In the area of negociation, few parallel what Leigh Steinberg has accomplished.

I dissagree completely with anyone who says this is an autobiography. Steinberg uses the lost art of storytelling to convey his principles, that's all. But I suppose if you prefer textbook, "gimme just the facts" sort of reading, you'd be disssapointed. Instead of slapping you across the face and saying, "Do this, and do that," Steinberg offers examples from his own life's experience. And, frankly, I'd rather learn from his experiences than from someone less successful.

The priciples are simple, yes. The best principles always are. But who practices them perfectly? I noticed flaws in my negociation abilities as I read this book, and I have made some changes for the better because of it.

...zzzzzz
Winning with Integrity is a great self help guide for the Jerry Maguire to be. The author helps the reader to realize that it is all in negotiating. Whether it is how successful you are in life to life in general if you cannot negotiates well, you'll go nowhere.
Even though the author does seem a bit self absorbed the reader is able to see how negotiating well will help you get ahead. Leigh Steinberg has negotiated more than 1 billion dollars in contracts for the athletes he represents famous athletes such as, Troy Aikman and Kordell Stewart he also spent 24 years as a sports agent living by his own strict moral rules. Mostly everyone in the "sports world" knows of Steinberg and they follow his moral standards. He was the inspiration for the film Jerry Maguire, "SSHHHOOOWWW MMEEEEE TTHHHEEEE MMMOOONNNEEEYYYY!!!!!''

Disappointing.
This book is pretty much a joke. There are some useful points on negotiating, but by and large the author goes out of his way to pat himself on the back for his career success. Obviously Leigh Steinberg has plenty of lessons to teach aspiring negotiators, agents, etc., but a more even approach--i.e. listing actually conflicts or problems (as opposed to those that amazingly Leigh resolved through sheer brilliance and perseverance)--would have made for much better reading.

Want to learn about negotiation with sports world examples?
For a recently college graduate and moderate sports world observer with little experience negotiating in a business environment, this book was a pleasure to read. The concepts in this book are on or above par with my textbook on negotiation. However, I specifically enjoyed how Steinberg illustrates important concepts with stories involving the ever interesting personalities of professional sports. From establishing values to finalizing the contract, this book is efficiently organized to lead through the negotiation process. Also, at the end of each sub-chapter is a summary of the key points of the reading. Winning with integrity isn't easy in general, let alone in the ruthless world of sports agents. Leigh shares his experiences that have lead to his success in this fun and insightful book.

Awesome Framework for Negotiating!
I found this book to be a real treasure and entertaining at the same time. And best of all, you don't need to be a sports fan to appreciate the examples Steinberg uses.

It is a shame that some readers have found this book shallow and only written to brag about his exploits. They are missing the real point of the book and the positive outcomes that can happen from true negotiating, not just getting what you want. If you are looking for a book on 'How to be Persuasive and Always get What you Want', this is not your book.

Rather, it helped me build a solid mental foundation and framework when I enter negotiations. Also, you need to have the right attitude when you enter negotiations. This book will help you.

There are some remarkable examples that provided me with some real insights on perceptions. It opened my eyes that the world I see is not what everyone else sees. With his examples, I began to see how that applies to the business world as well.

I own a company that provides HR and OD consulting and I get emails EVERY day about hostile work environments. In many cases I refer them to this book to make sure their perception of the problem is on track with the problematic person.

If you are looking at this book for ANY reason, I suggest you buy it. Also, because of all the famous people involved in the negotiations, it was an easy read. ... Read more

Book Description

"Kees van der Heijden has written the most comprehensive, detailed and insightful guide to understanding the business environment in a way most useful to business. No one has mastered the art of bringing that insight to bear in the real world of business with greater depth than Kees." Peter Schwartz, Chairman, Global Business Network; author of The Art of the Long View.

The only constants in the current business environment are turbulence and change. When initially developed at Royal Dutch/Shell, scenario planning helped companies understand external change — change in markets, the competitive arena, technology, demographics and so on. In this book, Kees van der Heijden takes the art of scenario planning one giant step further. After showing you how to understand how the world around you is changing, he then shows you how to move your organization to meet the future by linking scenario thinking and your Business Idea in an ongoing strategic conversation. The result is a learning organization with the finely honed ability to track the marketplace and business environment. How Scenarios will help you think through the way forward, and keep you thinking as you move.

• Understand the basis of an organizations success — articulate its central business idea
• Break out of the organizations restrictive "thinking box" — take a wider perspective, scenaric view
• Develop scenarios as alternative ways of interpreting the present — see beyond current range of vision
• Become clearer about the many apparently unrelated developments — build a systemic framework using a story line
• Be more secure with the future — understand uncertainty
• Do it by using a practical methodology
• Nurture and sustain an ongoing strategic conversation throughout the organization

Reviews (6)

Great content but writing style makes for hard reading
Frankly I'm surprised at all the glowing reports without someone mentioning that this isn't the easiest book to read. Not that the language is difficult. Rather the sentences are long and often unclear, and there are too many reference to past and future chapters.

I'd suggest reading a few paragraphs before purchasing the book. You might find that this book is not for you -- it didn't do anything for me. I gave up half way through the book, maybe there was more value in the second half.

Read this book and survive!
A marvelous book which could be subtitled "What to do before the market projections you are guiding your company with go plop!". Van Der Heijden has done an excellent job dissecting the approaches used to establish a deeper more robust strategy based on continuously developing (and refining) a "model" of the forces underpinning your market. Very practical, potentially pivotal, highly recommended.

Strategic Processes MasterGuide
Aimed at business strategists or consultants, this book provides many deep, usable tools, and approaches assisting the development of more robust projects and organizations across a range of futures.

The well referenced attractive chapters span:

++ The context- history in Shell, and three paradigms (rationalist/ evolutionist, and processualist).

++ The principles of scenario planning- the business idea, uncertainty, scenarios, and scenarios planning in organizations.

++ The practice of scenario planning- practitioner's art, articulating the business idea, competitive positioning, scenario development, and option planning.

++ Institutionalizing scenario planning- the management of change, planning processes, and g