Book Description

Since its original publication in 1995, The Courageous Follower has been put on reading lists everywhere from corporations and the military to unions and churches. This guide helps transform passive followers into active players who can help right leadership wrongs and support and foster a values-based organization. This updated and revised edition contains new material that addresses the failures of leadership recently witnessed in the Catholic Church, the FBI, Enron, Worldcom, and others. ... Read more

Reviews (3)

I learned leadership principles by learning to be a follower
The Courageous Follower is one of the most important books on leadership I've ever read. It is clear that in one way or another, we ALL face the challenges of leadership, perhaps daily. However, it is rare that someone who has been designated a 'leader' considers that they are also a follower with a 'constinuency' - someone they answer to. This book discusses principles designed to encourage the follower AND leader to become assertive, communicative and accountable. Bravo to these brave authors for enlightening us to the art of followership!

Best book I have ever read
This book covers the dynamics of interpersonal relations in the workplace, and focuses on courageous followership that allows conflict to be kept at a minimum and problem solving to be kept at a maximum. The book is based upon values, but it also aptly answers the question of how to earn a living, be productive, and be companionable all at the same time. I read the 1995 edition of this book in 1996, after having 10 years experience in graduate school and the working world. My experience during that time was to live with integrity and sincerity, but I was surprised at the number of people who could not tutor and teach a young adult bouncing around finding his/her way. Determined to do better myself, I continued my professional development and was pleasantly surprised by the first edition, which was a simply written and simply outstanding book on how to act simply professionally. This newest edition continues to describe values allowing people at all organizational levels to act with integrity and sincerity. I have had the opportunity to tutor several people in my newest job, and have done so in a self-effacing and person-centered manner incumbent upon a courageous follower.

This book is how everyone should view the follower!
Our society's focus on the top dog and our incessant desire to "develop the leader" has left our organizations developing only the management and then blaming leadership when the follower doesn't follow. It's time to re-define the importance and responsibility of the follower. This book is a beautiful, well-written and much-needed approach to defining the leader-follower relationship and the importance of this relationship to the organization. I highly recommend this book for anyone who finds themselves wondering what their role as a follower should be and how to develop the people in your staff who are doing the following. ... Read more

Reviews (4)

Very helpful overview of the Future Search Process
I found this book easy to follow and easy to understand. If you want to understand Future Search as a large group strategy, this book will be very helpful. By the time I finished the book, and it is a fast read, I felt that I had a strong understanding of Future Search and when it is to be applied.

A Solid Effort!
In this book, Marvin R. Weisbord and Sandra Janoff describe a three-day program to help organizations develop a future plan. Their conference is designed to unite groups of people from different areas of an organization so they can create a program together that they all support. Typically, the conference includes 50 to 70 people who review the past, explore the present environment, create future scenarios, identify common ground and make action plans. The program encourages dialogue and working together as peers.

Future Search suggests how you might organize this program yourself, from setting up the agenda to planning the logistics. Because the book is a specific, practical guide for a particular type of conference, it will primarily interest those leaders and managers who want to put on such a program. We at getAbstract recommend Future Search as a good hands-on tool for companies, non-profits, government agencies or other organizations that want to hold a future planning conference.

Search No More
No need to go any further. This the THE book to read if you are involved in planning or facilitating a future search. The authors anticipated all my questions and answered them in a clear, concise manner. The book is an excellent manual for anyone responsible for conducting future searches. Don't leave the present without it.

Practical tools in organizational change and action
Weisbord and Janoff provide practical tools, advise and many decades of experience in organizational change and action in their "Future Search." As they say, a Future Search Conference is "simple, not easy" and provides a structured means for leaders to bring in the "whole system" into planning and action. ... Read more

Book Description

Bring a fresh approach to the bargaining table

Tap the transformative potential of mediation and discover the full promise of the mediation process. In this insightful work, the authors present an alternative theoretical framework that affords a deeper understanding of conflict and mediation -- one based on respect for personal strength and compassion for others. Drawing on their own experience and a wide body of research, they offer mediation practitioners, administrators, policy makers, and researchers a new and useful perspective on how mediation is currently practiced, how it could be structured to accomplish more, and how to refine the process for future application.

... Read more

Reviews (5)

What are you doing??????????????
This book helped me clarify just what I'm doing as a mediator. The authors show that one's worldview necessarily affects how one mediates. Unawareness of one's assumptions creates the potential to do great harm as a mediator. Our assumption that it's our job to make a settlement happen requires us to behave in a way that is neither neutral nor helpful to the parties. It's too easy to use our litigation tools (such as evaluation, analysis, and persuasion) against both parties in order to further our own agendas. By gaining clarity about what our agenda is, and about what's beyond our jurisdiction, we reduce the harm we do to the parties; and we create more opportunity for the parties to take greater responsibility. The approach described in this book supports parties as they tend to grow from weakness to strength and from selfishness to compassion. I'm grateful to the authors.

Good Introduction on Transformative Mediation
A good introduction on Transformative Mediation but just a good "Introduction".

It would have been nicer had the authors discussed more about the skills which can be used in Transformative Mediation.

Nevertheless it is still a rather interesting read.

Settlement is not Always the Goal
Most mediators learn a facilitative style of mediation. Many mediators stray to an evaluative style when the going gets tough. This book gives mediators a new way to look at the process and it offers another style that emphasizes the humanity and power of the parties. The authors argue that too much emphasis on settlement can corrupt the mediation process and subvert other important goals of conflict resolution. I have asked every mediator I know to read it.

The Promise of Mediation: Responding to Conflict Through Emp
An important addition to the mediation field. It raises fundamental questions about the assumptions on which many mediators operate and the impact of those assumptions on parties in conflict. The book argues for a different framework for approaching the practice of mediation, which should provoke almost every mediator to think more deeply about their practice. A MUST READ.

Worth your time
A well reasoned look at mediation with a very different goal from most guides to mediation. If you know nothing about mediation you will learn a great deal, though all from one perspective, and if you are well versed in mediation skills you will have your conceptions challenged. In the end it doesn't matter if you agree with the authors, it is worth the time to be exposed to their ideas. ... Read more

Book Description

Based upon classical and contemporary theory and empirical research, this book forms a sociological analysis of organizations, focusing on the impacts that organizations have upon individuals and society. Chapter topics include the nature of organizations, organizational structure, power and power outcomes,leadership, decision making, communication, change, organizational environments and interorganizational relationships, organizational theory, and organizational effectiveness. For individuals and industry professionals interested in the sociology of organizations and organizational behavior.

Book Description

Theory of Constraints walks you through the crucial stages of a continuous program: the five steps of focusing; the process of change; how to prove effect-cause-effect; and how to invent simple solutions to complex problems.Equally important, the author reveals the devastating impact that an organization's psychology can have on the process of improvements.Theory of Constraints is a crucial document for understanding what it takes to achieve manufacturing breakthroughs. ... Read more

Reviews (10)

(Un ) commonsense
Commonsense is said to be not very common! Hence this book and the theory that can be put to use to achieve dramatic results. One question that a reader is likely to encounter in reading this is whether to read "The Goal" before reading this book. I feel that it does not matter as long as you finished reading both. In fact Mr Goldratt relies heavily on several chapters of "The Goal" to illustrate the theory.

Whatever the nature of business, Throughput, Operating Expenses and Inventory are the parameters on which managers grabble with and try to gain control. Theory of Constraints (TOC) puts all these in an excellent framework, defines their relationship and suggests methodologies for achieving globally optimal solutions for the Organization.

Excellent reading ; revisit this book when in doubt!

Worth reading.
While much of this book is simply a review of concepts he has introduced in his novels, he does introduce a few new concepts that make reading the book well worth the effort. In particular, the last chapter brings together the concepts of JIT, TQM, TOC, and several others into a cohesive whole that I have not seen anywhere else. It was worth reading the entire book just for the last chapter.

I felt the non-fiction format allowed him to be more explicit about his ideas than in his novels. He uses a lot of examples from his seminars to illustrate key learning points, which I thought was helpful to illustrate the learning process he recommends his readers go through. I didn't get the impression he was simply trying to sell more seminar tickets.

Since I read this shortly after reading The Goal, I felt I learned a great deal about the Theory of Constraints and its background. He elaborates on many of these concepts in later books, so you probably won't learn much more here if you have read many of his other books. I would still recommend reading this book just to get a more complete picture of the strengths and especially the pitfalls of the Theory of Constraints.

How to Get Your Company To Use TOC
This book has recieved mixed review, likely because it isn't so much an explaination of TOC or how to do TOC, as it is how to get your company to use TOC. The book explains how TOC fits into the bigger pictures of science, organizations, and business. Then explains how to introduce TOC into a company so it will be supported by top management with enough force to obtain "critical mass" and become part of the organization. If you use this book to properly introduce TOC to your company, it will be very helpful. If you use this book for any other purpose, you will most likely be very disappointed.

From the shop floor, TOC rises to solve your real problems.
Goldratt writes about his Theory of Constraints - and how it is far more than just a shop floor "bottleneck" optimization program. TOC is really about making decisions in this fast-paced, ever-changing world. A "Jonah" knows that quick fixes lead to "chasing one's tail". Insight comes from recognizing that "Current Reality Trees" can be made that get at the root of your problems ("Undesirable Effects"). What are the assumptions that keep you in the rat race? How can you affect breakthrough gains in "Throughput", without much "Inventory" and keeping a lid on "Operating Expenses". Goldratt offers a surprising clear "thinking process" that is applicable to all areas of our lives. Objectivity and a clear head prove that "cost accounting" and "local optima" are short sighted. TOC is a breath of fresh air that all managers should read - especially those at the top. join the counter-revolution in management theories.

the front gives--the back takes away!
TOC is very well done....until you get to the the second half. Dr. Goldratt would have done better if he could have teamed with someone to offer techniques on the psycology side. His TOC is however, very well explained in the front half of the book. ... Read more

Book Description

Help your downsized workforce bounce back

Layoffs make the business pages, even the front pages, of our newspapers with frightening regularity. And massive downsizing continues to reshape the face of American business. But what about those who remain behind? Healing the Wounds provides an antidote to the widespread malaise on the American business scene left in the wake of workforce reductions. Drawing on case studies and original research, David M. Noer--an expert frequently quoted in major media such as The Wall Street Journal and Fortune--provides executives, human resource professionals, managers, and consultants with an original model and clear guidelines for revitalizing downsized organizations.

... Read more

Reviews (1)

Identifies and addresses the social/cultural impact of RIFs
TO SUMMARIZE CHAPTERS 1 - 6

Why all these negative impacts from lay-offs? Simple, no one took any steps to prepare the personnel for the changes of work and values. The managers who initiated the lay-offs are still stuck in denial themselves - their method of denial is sometimes "When the going gets tough, the tough get mean!" Denial is the main reason that the problems go untreated. Symptoms of denial are Gallows humor, death paradigms or figures of speech, "We have to be strong", "We are only doing what is necessary", "Chainsaw AL", etc.. - anything except a direct reference or description of what is being done. No one should be laughing at actions taken or at the resulting pain.

Basic economic and social changes have resulted in a paradigm shift for the employer - employee relationship. The changes are summarized as:

(OLD PARADIGM) vs *NEW PARADIGM* = (People as assets to be developed) vs * as costs to be reduced* & (Nurturing) vs *Violent* & (Develop) vs *Take out* & (Help) vs *Shoot* & (Grow) vs *Terminate* & (Long term) vs *Short term* & (a carrrer) vs *a job* & (make an employee) vs *buy an employee* & (Synergistic) vs *Reductionist* & (build up) vs *make smaller* & (develop) vs *cut*

[My own comment - It is interesting to note that corporations developed a system of codependency in order to reduce costs and to maintain valuable employees. This has resulted, over a long period of time, in too many employees. We are experiencing a violent "weeding of the garden". This situation may turn around shortly due to the increasing decline in available employees (zero unemployment). The last time society underwent such an upheaval was in Pre WWII Germany. The German economy exploded, but the resulting unmanaged social pressures caused a World War.]

CURES AND FIXES BEGIN WITH CHAPTER 7 Level One: Manage the Layoff Process (Chapter 7) Practice "Clean Kills" / Redundant Communication is Essential / "Managers should think of how they would behave when they are the authority figure at a funeral or during a time of crisis, confusion, or emotional tension in a small group or family" / Avoid Control Traps (Managing Communication (limiting information)) & (Managing Emotion (find a way to release emotions is best)) & (Managing an Unproductive Image (don't fake it)) / Lead from the Heart and Follow with the Head / Tell the truth and never say never / Avoid Denial Traps (deal with the problem directly) / Insure that you use Fairness, Equity, Participation, Caretaking, and Prior Notification (the more the better).

Level Two: Facilitate the Necessary Grieving (Chapter 8) Read all of chapter 8 - This chapter is loaded with information. Help the organization through the process of Denial, Anger, Bargaining, Depression, and Acceptance. Outsiders are often necessary to facilitate this process as all of the insiders are too involved.

Level Three: Break the Codependency Chain and Empower People (Chapter 9) We will all have to take on the characteristics of Davy Crocket. He lived in a wild environment and depended on his own skills and resources. This resulted in a greater sense of freedom and higher self esteem. Change your mindset from Codependency to Independence

"A primary symptom of codependency is that the codependent's sense of value and identity is based on pleasing, and often controlling, not himself or herself but someone or something else. Codependents make themselves into permanent victims."

"Codependents are all collectively conspiring to be something that they do not want to be individually."

"Again and again in my practice, I see employees at all levels desperately trying to regain control of a decaying and nonproductive work environment."

"The paradox of codependency is that the controllers are always controlled; that is what makes them codependent." -- "they need to let go, to admit the folly of their attempts to control an uncontrollable situation."

[The truth shall set you free.]

Level Four: Build a New Employment Relationship (Chapter 10)

[You must read this chapter in full - I can't compress it.]

THE GREAT WAKE-UP CALL Please read chapters 11 and on for an understanding of the new relationship. ... Read more

Book Description

ôTony Fang is uniquely qualified to illuminate and explain Chinese negotiating practices for, as a practitioner, he sat on the Chinese side of the table, and as a scholar he is fully up-to-date with Western social science knowledge. He not only is in full command of the literature on Chinese negotiating style, but he has brought to his analysis a broad perspective that extends to the institutional and ideological ways of Chinese Communism, the Confucian tradition, and the ancient Chinese writings on strategy and the ways for outwitting the enemy. A careful reading of his book should reduce surprises and improve the performances of all who seek to deal with the Chinese.ö ùLucian W. Pye,Massachusetts Institute of Technology,Cambridge, Massachusetts Chinese Business Negotiating Style adds a valuable "Chinese voice" to the current Western-dominated forum on Chinese business negotiating style. This book provides the reader with an in-depth sociocultural understanding of Chinese negotiating behaviors and tactics in Sino-Western business negotiation context. It addresses this fascinating and complex subject by looking systematically at various components of Chinese business culture which range from contemporary Chinese politics to ancient Chinese philosophies and military stratagems.This book offers practical advice on negotiating and doing business effectively within the People's Republic of China. Chinese Business Negotiating Style presents fresh approaches, coherent frameworks, and40 reader-friendly cases that will be particularly interesting to students, academics, and professionals in management, international business, communication, international marketing, intercultural studies, industrial psychology, sociology, political science, Asian studies, public policy, and negotiation/mediation. ... Read more

Book Description

Everyday Negotiation shows how to recognize the shadow negotiation— where the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out— and how to put that knowledge to work. Originally titled The Shadow Negotiation and named by Harvard Business Review as one the Ten Best Books of 2000, this best-selling book revealed how women could master the hidden agendas that determine bargaining success. Now, the new edition, Everyday Negotiation, broadens the scope and offers the same illuminating advice for both men and women. Everyday Negotiation lays out simple steps to

• Overcome acts of self-sabotage
• Increase your bargaining power
• Establish the terms of your advocacy and encourage a collaborative discussion
• Encourage a collaborative discussion
• Think about the negotiation process in a whole new way

Book Description

Negotiating is one skill you just can't succeed without-no matter where you are or what you're doing. Whether you're negotiating with your boss to get a raise or your spouse to take out the garbage, you only get what you want when you negotiate well.

In Done Deal, you'll learn the ins and outs of effective negotiation from today's top deal-makers, including:

Book Description

Think Before You Speak Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Here’s an outline of how Think Before You Speak leads you through the strategic negotiation process: ... Read more

Reviews (2)

Waste of time
If you're in the same industry as me don't waste your time buying or reading this book! If you're in another idustry, state or country it will be the most valuble knowledge you will ever gain.

Useful But Takes Work
This book provides a framework for negotiation. It seems to be in line with the Harvard "Getting to Yes" model. The implementation requires some effot, but seems to reflect the latest thinking on the subject. I highly recommend this book for anybody who wishes to negotiate from a framework rather than winging it. Some of the material is obscure and somewhat mechanical in the interaction process it describes. But with effort, it can be incorporated into your business knowledge. ... Read more

Book Description

In the second edition of her landmark book Negotiating at an Uneven Table, Phyllis Beck Kritek explores the process of resolving conflicts in situations where unacknowledged inequity influences disputes and their outcomes. Substantially revised and expanded, this new edition will help open minds and balance the negotiation process. Throughout the book, Kritek challenges traditional approaches to dealing with inequities at the negotiation table and offers alternatives for reframing the process. ... Read more

Reviews (8)

It's all about me
Usually I read a book because I'm interested in the subject matter. Unfortunately the author seems to think that I'm reading the book because I'm interested in HER. Big difference.

Everything in this book seems to be about the author: her opinions; her stories; her realizations; her points of view. In some way, all books are a bit like this, but usually authors learn how to put themselves and their egos in the background, and write about the SUBJECT from their personal point of view. This author doesn't do that... it's about HER, and her struggles with the subject materials.

It's similar to sitting at the very back of a theatre. The folk up front are watching the show, but you are watching the audience watching the show. The back of the theatre, unfortunately, is where Ms. Kritek places us.

I had a strong sense of the author using the book as a venue for complaint, rather than an exploration of the intricate dynamics of negotiation.

New edition available
This title has been replaced by a substantially revised paperback edition, published January 2002, titled Negotiating at an Uneven Table : Developing Moral Courage in Resolving Our Conflicts (ISBN: 0787959375). The new edition is available on this website.

New edition available -- please read
This title has been replaced by a substantially revised and highly recommended paperback edition, published January 2002, titled Negotiating at an Uneven Table : Developing Moral Courage in Resolving Our Conflicts (ISBN: 0787959375). The new edition is available on this website.

Worthless redundant dribble
I began reading this book with high expectations, and was sorely disappointed. The author has a few noble ideas, but the book really isn't about negotiation or conflict resolution at all. If anything, the book's sole purpose is to give its author a venue for complaining about the injustices she suffers because she is a woman and a nurse. The author is extremely verbose and redundant and offers few valid suggestions for real conflict resolution. Save your money. Don't buy this book.

Beyond Manipulating When Your Powerless in a Conflict
This book explores the gnarly process of resolving conflicts in situations where imbalances of power hamper constructive outcomes. The author outlines "ten ways of being" to responsibly address inequalities and diversity. This book is worth it's weight in gold for anyone who is tempted to follow the paths of manipulation and maneuvering out of frustration over unsuccessful attempts at relationship improvement. ... Read more

Reviews (1)

Primer for life - negotiation is a daily activity
Negotiating is a normal process of life no matter what you do. Daily negotiations include with employees, supervisors, children, co-workers, or just about anyone that you run across. The book goes over the steps of negotiating including identifying your weaknesses and your opponent's weaknesses, breaking a deadlock, handling difficult people, when to mediate, etc. The book gives specific strategies for specific situations. How you would negotiate a better price for a purchase is different for how you would negotiate a pay raise and these differences are discussed and illustrated. The author also discusses common traps that negotiators set up for the unwary as well as blunders to be avoided. I was pleasantly surprised to go to an appliance store where the prices are clearly marked on the appliances and find that I was able to negotiate a better price with the salesman. I guess that even when it states a firm price, things are still negotiable if you know how to approach it. ... Read more

Book Description

The word "negotiation" is rooted in the Latin negotium, meaning "not leisure"(as in, that which is not leisure is business). In Old French, "negociacion" meant "dealing with people." Both definitions, though archaic, are right on the mark because the fact is that all dealings between people--whether social or business--constitute negotiation.

The Negotiation Toolkit offers a fresh new approach to mastering these two crucial skills. Unlike other books (which just offer basic advice), this hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn:

* the "golden rule" of negotiation* three fundamental questions of negotiation* when not to negotiate* eight behaviors of star negotiators, and much more.

Written in a lively, entertaining style, this book will help anyone--even unnatural negotiators--triumph at the bargaining table. ... Read more

Reviews (6)

The negotiator as pain-in-the-rear
Overall, this book is good, but much of it is unoriginal and some of it raises doubts about the author's grasp of practice. For a start, Dr Volkema falls back on the tired "dual concerns" model of conflict style, with its blend of concern for the self and the other. The model is okay, but it has become a cliche, like win-win etc. For good reasons, many authors (excluding Dr Volkema) have at least come to reject "compromising" (moderate concern for both self and other), one of the five distinct (doubtful in itself) styles that comprise the standard model. "Avoiding" is also suspect as a style, especially as defined by Dr Volkema: "avoiding not only the issues but the other party or parties and negotiation itself." Surely you do not use a negotiation style if you avoid negotiation itself. Here and there, the book contains silly examples and advice. For instance, if you don't mind being a pain in the rear, and need to satisfy your ego, take Dr Volkema's advice to go to a restaurant and "negotiate" a dish that is not on the menu. (Make sure you send back the wine.) Don't try it in Paris. He claims that a request to check in for a domestic flight at an international counter "is likely to be met with the utmost receptivity." On what planet? He advises us to insist on negotiating only with those who are authorized to close a deal and sign a contract. Don't try it in China. Dr Volkema has a friend who is presented as a good tactician because he takes out a book and makes people wait until he has finished reading. Unlike the other blather-mouthed tricks suggested by Dr Volkema, that one should keep you quiet while you feed your ego. But, don't try it anywhere.

Great do-it-yerself
THE NEGOTIATION TOOLKIT is exactly what it claims to be - a do-it-yourself handbook to getting your everyday negotiation act together. Theory is kept to a bare minimum, advice is practical and applicable and the idea of including short negotiation simulations (to do with your friends/family) is a stroke of genius. If you're thinking of selling your house, buying a car, or just getting a tie (ok, make that a pair of socks) thrown in next time you buy a suit, get THE NEGOTIATION TOOLKIT. It's fun and it will save you money.

Packed With Knowledge!
As the title implies, this book gives you the tools you need - in the form of information and tactics - to negotiate effectively. No matter what line of work you're in, you'll benefit from the negotiation principles, strategies and styles that Roger J. Volkema presents in an easy-to-read format. He includes exercises that you can use to test your comprehension of the material and to start developing your skills. His chapters on ethics and cross-cultural negotiations, while general, provide an intellectual starting point for further investigations. This book will give you a basic foundation for effective negotiation, but if you're in a business that demands the skill, you'll want to follow up with some more advanced reading and training. Nevertheless, we [...] recommend this book to anyone who feels a little overwhelmed whenever they find themselves across the table from a negotiating adversary, whether it's your boss, an employee a customer or - gulp! - your spouse.

Easy to read & practical
Simple, to the point & no blah-blah. The content is very well presented. Quite useful as a step-by-step guide to improve your negotiation skill. The things mentioned is not rocket-science . To me, if I can fully practice what the books mentioned, I believe I would be a very good negotiator already. However, it will take some time, a lot of practice & self-reflectio though.

I've recommended this to all my readers.
I publish a newsletter for radio station management and Talk talent; and reviewed this book in a recent issue. Generally, negotiating is something radio people are TERRIBLE at. Sales people under-value radio ad time (mathematically the most cost-efficient marketing medium in the history of mankind). And Talk talent who sound so self-assured on-air just CRUMBLE when it's time to negotiate their own deals. Anyone in our industry would profit quickly from reading this book. ... Read more

Book Description

"To gain 1,000 ideas all at once and gain all the advantages, read this brilliant, illuminating book." —Mark Victor Hansen, coauthor, Chicken Soup for the Soul.

"The Guerrilla Group has done it again. Sit down at the feet of the masters and learn how to negotiate right. And while you're at it, pray that your competition doesn't read this book." —Guy Kawasaki, author, Rules for Revolutionaries, and CEO, garage.com.

"The 'Guerrilla' approach to business and life has become a classic. I've learned from the entire series . . . but this one is the best! 'Negotiating' gives you the specifics for gaining a fair advantage. I love it."—Jim Cathcart, author, The Acorn Principle.

GUERRILLA SELLING is a registered trademark of The Guerrilla Group, Inc. ... Read more

Reviews (6)

Guerrillas always speak the truth
Guerrilla Negotiating provides a quality insight into effective negotiating tactics. The author teaches and advocates the following quality virtues: empathy, listening, fairness, and compassion. The virtues build upon these core belief system as a foundation for guerilla negotiation. This philosophy of doing business is based upon time, energy, and imagation. It is called philosophy because the guerrilla seeks truth and speaks the truth. Setting truth as the highest aspiration allowing the guerrilla access to information before the masses which can be used for gain.

The guerrilla improves proficiency in the areas of word association, using an active voice,qualifiers, amplifiers, softeners, minimizers, directors, authority builders, trace words and phrases, imagination triggers, option degenerators, spotlight phrases, emotive directors, responsibility directors, presuppositions, comparitives, and linkages. The author emphasize the importance of good communication skills and how power words can change mental understanding of concept and context. The author differs communication into two styles: One for the internal listener and one for the external listener.

Probably the best part of the book was a chapter titled, "How to win on price". Guerrillas know how their customer feels about their prices. Guerrillas know happy customers know what value they receive for a price. For instance, buyers don't stay up all night worrying how much they paid, instead, they worry what they bought won't do the job. Buyers want performance and Sellers want profit. Guerrillas know that this cycle must be maintained for their business to survive. Guerrilas try to avoid negotiating on price. I think price negotiating is a lossing game because often times the seller does know when to walk away and often they get caught in continual price battles and in some cases forced to accept lower prices.

So back to communication, the author suggest 10 ways to improve your presentation: 1. Discuss specific benefits your counterpart gains 2. Show exclusive superior features and don't waste your time on the basics. 3. Project that you are reliability and dependable. 4. Position what you have to offer as the right price 5. Demostrate the time is right to decide no you now. 6. Use proof statements to support your position 7. Support your case with visual aid (visuals and discussion increase memory retention) 8. Present and emotional appeal. 9. Dramatize your stories 10. Include a demostration.

Negotiating primer....not much more.
Being in the professional negotiation game, I thoroughly enjoy reading books which describe and tutor the subject. Although the current market is lousy with negotiating treatises, there are a few that stand out. Fisher and Ury's GETTING TO YES seems to be my favorite, one I return to time and again. However, I believe it healthly to step outside conventional wisdom and somewhat static norms to expand one's knowledge base. Although I had no idea of the content, quality or readability of GUERRILLA NEGOTIATING, I took a flyer on it as it "looked" like it might be of some interest.

Authors Levinson, Smith and Wilson have been working together for some time now promoting the "Guerrilla" books, seminars, tapes, etc. and have been quite successful, commercially. Although this is my first "Guerilla" book, I know of their successes and common acceptance within many business circles. However, I don't judge a book or theory based on the opinions of others so, of course, I had to buy this book to determine if it had the content described in the hype.

The easy answer is that yes, indeed, this book contains the basics of negotiation theory and time-tested schemes and strategies. The problem I had with GUERRILLA NEGOTIATING was its complete lack of fluidity and cogence. Its almost as though the authors "bulleted" the book and a ghost writer took their words verbatim without the benefit of explanatory offsets. This book does very little to describe complex situations with offered solutions and options. Remember, when reading a non-fiction book AND if one is a serious reader of non-fiction, the reader will be looking for that ONE gem within the book to add to his/her repretoire. This book is basic in nature and lacked the ability to truly explain the negotiating process. Without an explanation of the framework and processes, a new negotiatior will be totally lost. And, if one is attempting to put to work the Guerrilla tactics, they will most likely present their case in a staggered, illogical, and perhaps, unprofessional manner as the authors failed to bring together the process of "beginning-to-end." This is my main gripe about the book.

To say that the book is not "Guerrilla" in nature would be a dramatic misstatement. The authors present a variety of tactics to move negotiations along including, well, a water gun. Yep, a water gun. The authors posit that if negotiations are bogged down or if you are having a difficult time moving a decisionmaker, bring a water gun to the table and threaten (or begin) to shoot him. Now, in a sales setting and depending on the sophistication of the other party, this "might" work. In a professional setting, this is tantamount to death. Lack of common sense given the facts and circumstances of a particular situation can be the death knell of a pending transaction.

Nevertheless, I cannot say this is a bad book. The book presents the materials necessary for the new negotiatior and, even some level of information for the seasoned negotiator. It is interesting that once a negotiator establishes a style, he/she just looks for ways to enhance that style. This book could fill that role.

Bottom line....if you're new to negotiating, this book will provide "glimpse-level" insight into the process. Don't look for the proverbial outline, its not there. The book doesn't present the reader with a process toward successful negotiations or even negotiation theory for that matter. On the other hand, the book does present the reader with a trove of summarized negotiating nuggets that will most likely be beneficial to many initiates. Further, the book provides summary resource materials.

CONTENT = great; READABILITY = poor.

everyone in business should be forced to read this book
The overall theme of the book is excellent. Negotiations are not a zero sum, winner take all exercise. A truly successful negotiation is one in which both (or all ) parties leave satisfied and in better shape as a result of the agreement than they would be without it. Too many people in the business world take the old track and think that they need to win, and that everyone else must lose, a mindset that is distructive for themselves, customers, suppliers and anyone else they do business with. That is why this book is a must read. It also supplies examples for increasing the size of the pie before dividing it, ways to recognize predatory negotiators, how to defend against their strategy, and most importantly what YOU need to do to prepare for and conduct a successful negotiation.

Guerrilla's are the way to go!
I picked up this book because I work in the automotive sales industry, and I have been very impressed with everything that is contained in its quick-to-read pages. It is filled with ideas for anyone who is ever in any type of sales or negotiating situations, which is really everyone. The anecdotes are fun to read and filled with practical ideas, and the insights into human psychology are astounding. I highly recommend this book to ANYONE!!

Recommendation
I would recommend this book for anyone looking to gain an advantage in a negotiation. It is full of proven techniques and examples to help the reader better understand their uses and effects. The book is not so much a textbook on the art of negotiation, but focuses on letting the reader know what challenges await them and how to best deal with these challenges when they arise. Many of the techniques listed in the book must be practiced over and over again to become fully effective. However, even if these techniques are not practiced or the reader is not a frequent negotiator, the text provides enough easy to understand information that no one should feel taken advantage of in a negotiation situation again ... Read more

Book Description

If you have ever attempted to persuade someone to a belief, or tried to sell an item, Body Language in Negotiations and Sales is for you.

Every nonverbal aspect of a negotiation is revealed, from the actual setting, the negotiator, the ten major channels of Body Language to study constantly during the negotiation, the client himself, the agenda of the actual negotiation, to the closure. (Incidentally, never close.)

The book is not only a reference manual but a workbook as well with questions and explanations.If your life depends on your skills as a negotiator or seller, you will use this book constantly. ... Read more

Book Description

Unleash Conflict's Creative Potential

Absolutely essential reading for anyone interested in identity conflicts and how to overcome them. Provides a fascinating theoretical introduction to the phenomena, detailed case study experiences, and a final training guide for practitioners...a landmark work.
--Kevin Clements, director, Institute for Conflict Analysis and Resolution, George Mason University

Presenting a brilliant new approach to conflict resolution that will intrigue and inform practitioners and scholars alike. Writing fromhis remarkable range of academic and real-world experiences--including his historic work in bringing Israel and the PLO to the negotiation table--Rothman shows how identity-based conflict can be managed so that both parties reach a higher ground than either could have found on its own. His vehicle is his ARIA model, and here he traces the ARIA process through Antagonism, Resonance, Invention, and Action, demonstrating step-by-step how it can be applied in a variety of environments. Complete with field-tested assessment instruments and action plans, Resolving Identity-Based Conflict is a seamless union of theory and practice anyone seeking to turn the passion of conflict into the fuel of creativity can use.

... Read more

Reviews (1)

THE book for experts and novices!
Jay Rothman writes lyrically, engaging readers in a thoughtful analysis of theory and practice. An expert researcher, practitioner and storyteller, Rothman maps out directions to more peaceful nations, organizations and communities. The book includes extensive bibliographic notes and forges connections across disciplines. It offers the "best of the best" thinking, step by step guides to practical application and approaches for a variety of situations. Jay Rothman, respectfully and intelligently, invites readers to explore the many signs, directions and paths of conflict. He writes "Conflict begs to be viewed not merely as a problem waiting to be solved but an opportunity for growth, cooperation and development waiting to be fulfilled." Rothman is a capable and compelling guide, showing the way to peacemaking ... Read more

Book Description

This easy to read book has been written as a nuts and bolts guide to negotiating the key terms in any international transaction.Only the most sophisticated or battle-hardened have a grasp of the key issues to be negotiated as part of striking the deal.There is often only one good chance to strike the bargain.But, you must know what to ask for, what to counter with, and what to offer up as a reasonable compromise.That is how deals get done.Without knowing the terms that make the best international deal, you will still end up with a deal - it just will not be the best you could have negotiated.There are many topics to negotiate and each sub-chapter is worthy of a legal treatise.However, legal treatises are not always practical guides.This book is for doing business.It is intended to be the handbook to read before the negotiation.Use it to strike the bargain, to support your firm stand or to help find your compromise. ... Read more

Reviews (3)

Fantastic Tool for Success in International Business
"Going Global? Power Tools for Negotiating International Deals" is one of the best business books I have bought. It is a powerful practical guide to negotiating through the complexities of the deal.No lofty concepts, no philosophical wanderings - just clear straight forward explanations of the issues, what you should ask for, and what you can afford to compromise on. I would highly recommend this book."

Don't leave home without it!
I rank this book as one of the most important business guides that I have ever read.As a Canadian SME we have been exporting services for over a decade but we had no idea there were so many pitfalls that we could have been our death trap.This book outlines in a clear and concise way the basics that you need to do international deals - and when it is time to call your lawyer.Chapters 1 and 2 on "The Basics of International Business Deals" and "Negotiating International Sales of Goods and Services" should be mandatory reading for all your international sales staff.If you need to go beyond that to agency, consulting, distribution, licencing and joint ventures - all the information is there, but you can pick and choose what is important to you. You don't need to read the whole book at once, it can be a long term reference as your international work expands. There are excellent references in the book, so it is easy to find more information.I enjoyed the book so much, I took the time to go to Toronto to meet the author, so now I know there is much more to learn, but this is an excellent book by a brilliant author. Dont get on the plane for your next trip without this book in your pocket!

Essential Reading before closing the deal
This is not a text book, nor does it contain everthing you ever needed toknow about negotiating business deals. However, the Author, Jim Klotz, hassucceeded in summarising in 285 pages all of the essential elementsrequired to ensure a successful outcome from the negotiating process. It iswritten in plain english, with outstanding clarity. It fits easily into abriefcase, perfect for last minute reassurance in the airplane or taxi. Buyit. It has already proved to be a most valuable resource. ... Read more

Book Description

Inside the Minds: Leading Deal Makers is the most authoritative book ever written on the "real world aspects" of deal doing, written by an unprecedented collection of leading venture capitalists and lawyers. These highly acclaimed deal makers share their knowledge and experience on negotiations, partnerships, joint ventures, calculating ROI, keeping your deal skills sharp, working as a team, meetings schedules and environment, legal issues, deal parameters and other important topics. An unprecedented look inside the minds of some of the most well known deal makers makes for exciting and highly interesting reading for every financial professional, lawyer, business development professional, CEO, entrepreneur and individual involved in deal making in any environment and at every level.

Praise for Inside the Minds - "Must have information for business executives." - Alex Wilmerding, Principal, Boston Capital Ventures

"Great practical advice and thoughtful insights." - Mark Gruhin, Partner, Schmeltzer, Aptaker & Shepard, P.C.

Inside the Minds (Real World Intelligence From Industry Insiders) was conceived in order to give readers actual insights into the leading minds of business executives worldwide and are written by C-level (CEO, CTO, CFO, CMO, COO) executives from over half of the world's 500 largest companies and other leading executives. Because so few books or other publications are actually written by executives in industry, Inside the Minds presents an unprecedented look at various industries and professions never before available. Each chapter is comparable to an essay and is a very future oriented look at where an industry/profession/particular topic is heading. The Inside the Minds series is revolutionizing the business book market by publishing an unparalleled group of executives and providing an unprecedented introspective look into the leading minds of the business world. Other books include Inside the Minds: Venture Capitalists, Inside the Minds: Leading Litigators, Inside the Minds: Leading Labor Lawyers, Inside the Minds: Leading IP Lawyers, Inside the Minds: The Wireless Industry, Inside the Minds: Leading Women, Inside the Minds: Leading Marketers, Inside the Minds: Leading Consultants, Inside the Minds: Leading Accountants, Inside the Minds: Chief Technology Officers and over 30 other topics on leading industries and professions. ... Read more

Reviews (1)

Great for Improving Your Deal Skills
This book is a great look at how some of the best deal doers in the vc and law worlds do deals. Especially helpful were the comments on how to prepare for a deal, negotiations, and the art of leaving something on the table. Read before your next deal - you're certain to find something in this book that can help your cause. ... Read more

Book Description

Though common in today's economy, arbitration remains relatively remote from the daily practices of most lawyers. This comprehensive handbook offers a thorough introduction to the fundamental concepts and materials for both lawyers and businesspeople. Suitable both as a primer for students and a refresher text for those involved with arbitration-related issues, this guide discusses the law, its history, and relevant case law. Also included is practical advice on how to construct an arbitration clause and decipher related statutes and regulations, as well as a discussion of labor and employment, securities, and international arbitration. ... Read more