Book Description

If you work for a living, you risk getting fired. But just because today's corporate culture has made job security a thing of the past doesn't mean you're helpless. In this book - a book everyone should have on hand - nationally known employment attorney Steven Mitchell Sack has created a first-aid kit surviving a firing, giving you the information and the power you need to fight back, cut a deal, stand up for your rights, and land firmly on your feet.

This book tells you how companies frequently violate state and federal laws when they terminate employees. It tells you when to get a lawyer and when you don't need one. It offers strategies for getting your job back or getting more money when you leave, with letters to send to protect your rights and samples of actual termination agreements to show how other people have negotiated maximum severance and generous termination benefits. It also stresses tax implication of any termination settlement and how some deals can be structured creatively to benefit both you and your employer.

Putting you back in control, GETTING FIRED offers in-depth help in such key areas as:
* antidiscrimination laws: how they work and how they apply to you
* how to build a discrimination case against your employer
* pregnancy, sexual harassment, and equal pay: what every woman must know about getting fired
* what you can do to keep your job if you think your company wants to fire you
* the right way to resign your position
* the ten most important steps to take as soon as you find out that you've been fired
* safeguarding your health insurance and pension benefits
* winning unemployment claims
* protecting your reputation and getting favorable job references after a firing.

Calm and thorough, GETTING FIRED is an advocate for you during one of the most vulnerable times of your life. Designed by an expert to save you money, save your sanity, and save your future, GETTING FIRED has the right information and strategies to make getting fired just another word for getting on with your life. ... Read more

Reviews (3)

Not my Bag, Baby
Only useful if you're planning to sue. Very depressing if you're searching for emotional support/help only. Do not recommend it overall. Too negative.

Emotional strength during a tough job crisis
During a restructuring phase at my company, i had the heavy feeling of not knowing if I was going to be next on the ax list. I stumbled across this book at a bookstore, not really looking for it. Reading the title, I said to myself that this is what I need right now. Very good solid stable advice from a seasoned pro in this field. Knowledge is power and this book gives you an extra kick of power.

A Good Read!
Nobody wants to need Stephen Mitchell Sack's new book, but everyone should. Anyone can be fired, anytime. Sack was sacked, unfairly, from his first job out of law school. It must have ticked him off, because he's become the adviser of the pink-slipped population. His book explains when to call a lawyer if you're fired and gives an overview of U.S. laws protecting employees from discrimination and unfair dismissal. Despite the necessary legal lingo, the author keeps it readable. He warns you to prepare for dismissal before it ever happens and shows that simple record keeping can boost your severance package. From sample letters to a list of relevant government agencies, this is one handy manual for the let-go, downsized, or dismissed. However, its utility is limited to those working under U.S. laws. We at getAbstract recommend this book to employers and employees, regardless of whether you think you need it. You do. ... Read more

Book Description

Short Course books are written from an international perspective for an international audience. ... Read more

Reviews (1)

5 stars for some readers, 1 star for others
I gave the book three stars because the author has a mindset that not all international negotiators will have. For Mr. Curry, the world is a dark place full of people who are trying to cheat him and take advantage of him. As an indication of his philopsophy, he doesn't think there are win-win negotiations.

Those who share the mindset will give the book five stars and love it. Those who disagree will be less impressed.

Having said that, the book does contain some excellent tips on organizing and conducting any negotiation, not just international negotiations. Use it for ammunition to get your boss to let you fly first or business class. ... Read more

Book Description

In this new edition, updated with all the latest information and trends, noted author and speaker Danielle Kennedy, puts her proven arsenal of techniques and strategies at your fingertips. Whether you're a rookie or a seasoned agent, you'll quickly develop a clearer understanding of the importance of self-awareness, discipline, and attitude. Kennedy's "Business Plan" is simple and easy to initiate and activate. She shows you how to improve your sales performance more than you ever thought possible by making yourself a better provider of service-not by focusing on money. With full coverage of marketing, creative problem-solving, negotiation, and more, this book features everything you need to succeed in today's ever-changing market such as: all new niche marketing concepts for the electronic age, how to use the Internet to create more intimacy with hot prospects, and never-before-revealed secrets on how to eliminate the unworthy competition at every listing presentation. ... Read more

Reviews (2)

Generally solid material, but not what you expect
When you purchase a book that boldly pronounces: "DOUBLE YOUR INCOME IN REAL ESTATE" you probably think it's about doubling your income, right? Not exactly, at least, not with this book. Danielle Kennedy gets us started lethargically and only begins to get into some of the "meat and potatoes" the last half of the book.

We begin with a lengthy chapter about tapping into your goals, desires, and will power, followed by another tedious chapter about your life and money, followed by still another chapter on the history of homeownership. By the fourth chapter, readers clamoring to double their incomes are asked to wait a while longer while Ms. Kennedy primarily addresses brokers and owners for another sixty pages. Finally, by chapter five, nearly halfway through the text, we begin to hear what the title told us we would.

To Ms. Kennedy's credit, most of what she has to say is valuable and worthwhile. If you can buckle down and actually get through the 120 pages of preliminary info, you will have a nice idea about your goals, your money, your health, and the history of real estate. After that, her techniques, while generally of the tried-and-true book of tricks, are nonetheless important. She does a nice job of explaining them consisely and offering some new ideas.

Ms. Kennedy also has a lot to say about diet and exercise, as well as how to motivate fellow salespeople. Some of this comes off as "motherly" and even a bit soft-sounding. It leaves you wondering if she truly has both feet set in the real world, or rather prefers to live in an idealized pseudo-reality. It would be nice if Ms. Kennedy's "model office" existed anywhere in real life.

The sad part is, the author has abandoned real estate sales for (perhaps?) the more lucrative area of writing books and speaking publically. I personally do not like to read books from individuals who abandoned their sales careers, but this should not deter you from picking up her book. To her credit, she does not come off as some kind of get-rich-quick guru and her advice is sound and generally timeless.

For a great back to basics book with a catchy (but not necessarily 100% accurate) title, consider this as a worthwhile read.

Food For Thought
A well written and practical book for the real estate practioner. Kennedy in her usual style approaches her subject material in a straight forward and common sense manner. Her advice and insight clearly stems from her years of experience as a realtor in the trenches. I rate this book as a must read for anyone wanting to enhance or increase their income with real estate sales while seeking to obtain a more balanced lifestyle. J.L. Wall, Knoxville, Tennessee ... Read more

Amazon.com

It's true that negotiating skills are learned over a lifetime, but thisitty-bitty handbook aims to distill a lifetime's worth of deal-making lessonsinto 72 snazzily laid-out pages... and often even succeeds. Neatly divided intothe three phases of a negotiation--preparation, conducting, and closing--itcovers all aspects of the bargaining process, including identifying your ownobjectives and assessing the opposition's, choosing a strategy and creating theright atmosphere, making and/or responding to a proposal, strengthening yourposition while weakening the other party's (nicely, of course), and moving to aclose, handling a breakdown in progress, and even using a mediator or going toarbitration if you have to. On every page, boxed tips, checklists, flow charts,and mini case studies walk you through the entire process. Granted, if you'relooking for very specific or in-depth guidance, you may find this book toocursory and general in its approach. But if you're looking for a thumbnail guideto the basics, it'll do you just fine.

It's worth mentioning that the book isalso part of reference publisher Dorling Kindersley's Essential Managersseries--20 itty-bitty li'l books on business and career topics ranging fromcommunication, leadership, and decision making to the management of time,budgets, change, meetings, people, projects, and teams. Combining the ForDummies book series's talent for breaking down a lot of information intobite-size bits and sidebars with Dorling Kindersley's signature design style ofcrisp, classy graphics on a gleaming white backdrop, they don't represent thecutting edge of business thinking, and they don't necessarily reflect any uniqueindividual perspective. Instead, it's as though someone collated the bestgeneral thinking on these 20 topics and rolled them out into 72 brightlydesigned and easy-to-read pages, studded along the way with boxed tips, colorshots of a multiracial cast of "coworkers" animatedly hashing through theworkplace issues of the day, and a self-test of one's skills in the topic athand on the last few pages of each volume. Again, they're not for anyone lookingfor more in-depth or focused help on any of the subjects they cover, but they'reperfect as a quickie general-interest reference... and let's face it, they're socute and look so smart in a neat little stack or row that you'll probably wantto buy a whole bunch to give to your entire staff or department. --TimothyMurphy ... Read more

Reviews (2)

For managers, but could be useful for anyone to read...
Tim Hindle is the founder of Working Words, a consulting firm specializing in business communications. He knows what it takes to negotiate and then close a deal. Negotiating Skills shows you how to start from a strong position and then find common ground. It also provides practical techniques to use when bargaining. The power tips included are helpful. You will find tips like:

"Do not concede ground unless you receive something in return." -pg. 49 "Be flexible-it is a sign of strength, not of weakness." -pg. 11

If you have been in a car accident and can't solve the case with your insurance company, you might want to look at the Arbitration section. If you need a third party, a mediator could also be useful. A section on body language enables you to determine the attitude of the person you are negotiating with.

A nice handy guide which you could give out to all the managers in your company. It would also be a nice gift for anyone who makes proposals to obtain new business. You will feel pretty confident after reading this book.

Getting started in the negotiating world
Tim Hindle's book is an easy-to-use introduction to negotiating. This is the first book on negotiating that I've read. It is divided into three main chapters: Preparing, Conducting and Closing. It has a common sense approach and offers lots of tips including countering tactics for leading questions, intimidation, bluffing, threats or insults. It contains graphics and photographs in a clean design that help convey the ideas. I found the book was written for high level business negotiators, but most of the tips would be helpful in dealing with car dealers, gas stations, banks, stores, utility companies, or even a significant other. The book is a handy size for tucking away and reading a few pages at a time. It was an easy read. ... Read more

Book Description

In Business, You Don't Get What You
Deserve, You Get What You Negotiate.

• recognize that you have more power than you think -- in every negotiation
• determine the right price and terms at which to sell, and when to close with any customer
• persuade others to work with you, rather than against you
• set and meet budgets
• complete and administer contracts effectively
• work on and solve problems with people in your organization
• deal effeciently with service people
• avoid or, if necessary, break impasses

Reviews (3)

The negotiating game
This book is excellent and really gets to the heart of the very nature of negotion. It is both insightful, and practical. I reccomend this book strongly and give my compliments to Chester L. Karrass!

The Negotiating Game
I initially started reading a 1970's version of the book while on vacation, but was unable to bring the book with me. The content is right on. I am pleased there is a new revised edition with modern day examples and analogies. I am purchasing several copies as gifts. I highly recommend it. For those shying away from the "self help" genre, make this an exception.

Excellent methods to negotiating a win-win situation!
Mr. Karrass' years of experience provide an excellent and credible background. In combination with the tapes, he portrays real-life examples of how he discovers the true motivations behind a sellers' needs, helps the seller reach those needs, and get a better all-around deal for himself in the process. Mr. Karrass truly seeks to improve the deal for both parties involved.

I highly recommend this book to everyone. The techniques apply to both personal and business life. ... Read more

Book Description

At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage.

Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement.

How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men.

To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out.

Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation. ... Read more

Reviews (10)

FAR MORE than "Negotiation" Tips
This is a lively, engaging text with great ideas and wonderful stories. It's a MUST READ for all professional women. Reading this made it crystal clear how so much of what goes on during negotiation is below the surface. It's here, not in the give and take of formal bargaining, that women lose out. This book not only illuminated how the subtle "Shadow Negotiation" plays out, it gave me tools to engage in this aspect of the negotiation more effectively. I was pleasantly suprised at the range of situations covered by this book. It not only covers situations that I traditionally think of as "negotations." It made clear how everyday interactions, over who should attend a meeting or when to take vacations, for example, are also negotiations that have shadow processes. I have no doubt that reading this book will enable me to be more effective at work in more ways than I had ever imagined.

Not for women only!
As I flipped through the Harvard Business Review's Top Ten Business Books Of 2000 , I was intrigued by the review of "The Shadow Negotiation". Having a background in sociology, my curiosity was piqued by the book's focus on gender issues and interpersonal communication.

It turned out to be a riveting read and I lost count of the number of times I thought "Hey, that's happened to me!"

The Shadow Negotiation teaches by example, and delves into the psychological and social intracacies of negotiation. This book has enriched my understanding of the layers of negotiations that occur long before arriving at the table.

This book is for both sexes, and applies to all sorts of negotiations that pop up in everyday life. As a consultant, I have applied it to my salary negotiations, and find that I can manage my business relationships with much greater confidence. A wonderful gift to all of your working friends and family!

Excellent book on negotiation
I've gone through several books on negotiation and this book ranks up there with the best. Don't let the title fool you. This book isn't just for women. It's just as good for everyone. If you're short on time in learning about negotiation, this book and the Getting to Yes book should arm you with most concepts to handle negotiation in your favor.

The strength of this book lies in its numerous examples, especially in relation to salary negotiation and promotion.

Create a quantum game shift without you boss even knowing it
I recently completed a three month negotiation process at my job and came out from being the lowest paid executive to one of the top three with the help of Shadow Negotiation. What came as the biggest surprise was, after getting out of my own way and following the structured steps suggested by the authors, each phase of the negotiations left me stronger and more focused rather than at a loss as to what the next step could be. Through the guidelines set forth in this book, I feel I can shift a negotiation process intuitively rather than strong arming it as we as women have always been led to believe was the only option. Not only do I now realize I am smarter than I thought, I can more likely conclude a negotiation process with all parties feeling the winner. Thank you again for your book.

Not for Women Only!
As I flipped through the Harvard Business Review's Top Ten Business Books Of 2000 , I was intrigued by the review of "The Shadow Negotiation". Having a background in sociology, my curiosity was piqued by the book's focus on gender issues and interpersonal communication.

It turned out to be a riveting read and I lost count of the number of times I thought "Hey, that's happened to me!"

The Shadow Negotiation teaches by example, and delves into the psychological and social intracacies of negotiation. This book has enriched my understanding of the layers of negotiations that occur long before arriving at the table.

This book is for both sexes, and applies to all sorts of negotiations that pop up in everyday life. As a consultant, I have applied it to my salary negotiations, and find that I can manage my business relationships with much greater confidence. A wonderful gift to all of your working friends and family! ... Read more

Reviews (1)

Must have book
Amazing little book. Never seen such a detailed and consetrated information focused on salary negotiation. Worthed each penny I did spend for it. ... Read more

Book Description

Some portion of the American public will react negatively to almost any new corporate initiative, as Disney discovered when it announced its plans to build an historical theme park in Virginia. Similarly, government efforts to change policy or shift budget priorities are invariably met with stiff resistance. In this enormously practical book, Lawrence Susskind and Patrick Field analyze scores of both private and public-sector cases, as well as crisis scenarios such as the Alaskan oil spill, the silicone breast implant controversy, and nuclear plant malfunction at Three Mile Island. They show how resistance to both public and private initiatives can be overcome by a mutual gains approach involving face-to-face negotiation, a strategy applied successfully by over fifteen hundred executives and officials who have attended Professor Susskind's MIT-Harvard "Angry Public" seminars.

Susskind and Field outline the six key elements of this approach in order to help business and government leaders negotiate, rather than fight, with their critics. In the process, they show how to identify who the public is, whose concerns to address first, which people and organizations must be convinced of the legitimacy of action taken, and how to assess and respond to different types of anger effectively. Acknowledging the crucial role played by the media in shaping public perception and understanding, Susskind and Field suggest a way to develop media interaction which is consistent with the six mutual gains principles, and also discuss the type of leadership that corporate and government managers must provide in order to combine these ideas into a useful whole.

We all need to be concerned about a society in which the public's concerns, fears and anger are not adequately addressed. When corporate and government agencies must spend crucial time and resources on rehashing and defending each decision they make, a frustrated and angry public contributes to the erosion of confidence in our basic institutions and undermines our competitiveness in the international marketplace. In this valuable book, Susskind and Field have produced a strong, clear framework which will help reduce these hidden costs for hundreds of executives, managers, elected and appointed officials, entrepreneurs, and the public relations, legal and other professionals who advise them. ... Read more

Reviews (1)

Real, practical, and well written
This book is an outstanding read for anyone needing PR advice. Whether you are only interested in the subject, a professor teaching it, or a professional employing it, this is an invaluable resource.
Full of real world examples and fascinating insight its written so that a novice and and expert can make sense of it, and yet it is never condescending.
More than a teaching tool, it is a set of values that every PR professional should adhere to. Teaching success and how to avoid the traps, it stays interesting and flows well all the way through. ... Read more

Book Description

Organization Structure: Cybernetic Systems Foundationutilizes a cybernetic systems framework for the study of organizationsusing GST (General Systems Theory) and presents a comprehensive formalview of organizations assessing regulation, coordination andadaptation managements. The use of GST in this book is in sharpcontrast to previous attempts. It addresses structural problemstotally based on qualitative, non-numerical mathematics. The book laysa framework for initial efforts to investigate the potential of usingformal GST to address organizational dilemmas. The text has beentested in several graduate courses. It can serve as an excellenttextbook or reference for graduate level research in this field, aswell as a reference for researchers in related fields. ... Read more

Book Description

Reviews (5)

A good read!
This book contained an abundance of intelligent and practical information. Having read other books in this genre, I found Latz to have a unique and interesting style of presenting information; the book not only kept my interest, but kept me smiling as well. I have made it madatory reading for all my purchasing managers.

Good and Practical Resource
This book is filled with helpful tactics and real world applications and examples. I appreciated the lack of "ivory-tower" lecturing and theory. The concepts are clearly explained and practical. They are also easily conveyed to others. A must-purchase for personal and professional negotiating.

Several ways to enjoy and use it!
I enjoyed this book on three levels:

(1) It presents five guiding principles ("Golden Rules") that seem useful for conducting negotiations, and tells how to adapt them to your own personality;

(2) It offers specific strategies for four types of negotiations; and

(3) It has many examples of negotiating strategies and advice by well-known individuals.

Excellent advice for all types of negotiations
I'm one of those "negotiate by the seat of my pants" people, and that's probably the reason I haven't always done well in the past. Like many people, I've concentrated on leverage and the offer/concession process, both of which I understood pretty well. But now I understand them even better.

For instance, several years ago when I bought my present car, I went to the dealership late in the evening, pretty much ensuring I wouldn't close a deal the same day. That forced the salesman to have to call me for a follow-up and by that time, my excitement about the car of my choice was in check, and I sensed that he really wanted to sell me the car, even more than I wanted to buy it.

But "Gain the Edge!" suggests researching not just what various dealerships are asking for the same car, but finding out what they paid the manufacturer, what their markup is, and how much room they have to "move" on price. And then it suggests doing most of the negotiating over the phone, so you're less likely to feel pressured. It's a lot easier to hang up than to walk away from a determined salesman.

The salesman I dealt with actually called me back three times during the next few days, and each time I did my best to lower the price. But again I made a strategic error. I wasn't patient enough (summer was here and the A/C in my old car had died). I decided to "cut to the chase." I told him the absolute highest amount I could afford for a monthly payment. I now know that that's absolutely crucial STRATEGIC information. It's a mistake I won't make again!

I bought "Gain the Edge!" because I'm going to want to trade in my old car soon. I'm going to do more research this time. And I'm going to follow some of the other great advice in this book -- like setting and sticking to my own agenda and not talking about trade-in until we've settled on a price for the new car.

"Gain the Edge!" is easy to read and has lots of good examples to help you understand the points the author makes. I would highly recommend this book for anyone who plans on making a major purchase, asking for a raise, etc.

Amazing
First off, I believe it must be stated that I have not finished this book. In fact, I have only just begun. I am at page 100 or so.

Wandering around the bookstore with a general subject in mind (communication), I was drawn to this book. As I began reading it, every issue discussed seems to be concise, however, it does not lack the details needed to fully understand the concepts. The book has a flow to it that keeps the reader interested. The author also includes case studies to back up his information as well as increase understanding. As I progress though the book, I often find myself thinking of personal situations where I could apply the concepts covered. It has also made me aware of the advantages of being prepared in every aspect, including mapping out alternate directions that the negotiation could go and managing those situations to fit your schedule.

If the subject is of interest to you, I am fully confident that you would be very happy with your purchase. I have not read any other books dedicated to negotiation so I am speaking mainly to the beginners. I do not feel that I have enough knowledge in this very in-depth subject to speak to those who have more experience than I. ... Read more

Book Description

Organizational Identity presents the classic works on organizational identity alongside more current thinking on the issues. Ranging from theoretical contributions to empirical studies, the readings in this volume address the key issues of organizational identity, and show how these issues have developed through contributions from such diverse fields of study as sociology, psychology, management studies and cultural studies.The readings examine questions such as how organizations understand who they are, why organizations develop a sense of identity and belonging where the boundaries of identity lie and the implications of postmodern and critical theories' challenges to the concept of identity as deeply-rooted and authentic. Includes work by: Stuart Albert, Mats Alvesson, Blake E. Ashforth, Marilynn B. Brewer, George Cheney, Lars Thoger Christensen, C.H. Cooley, Kevin G. Corley, Barbara Czarniawska, Janet M. Dukerich, Jane E. Dutton, Kimberly D. Elsbach, Wendi Gardner, Linda E. Ginzela, Dennis A. Gioia, E. Goffman, Karen Golden-Biddle, Mary Jo Hatch, Roderick M. Kramer, Fred Mael, G.H. Mead, Michael G. Pratt, Anat Rafaeli, Hayagreeva Rao, Majken Schultz, Howard S. Schwartz, Robert I. Sutton, Henri Taijfel, John Turner, David A. Wherren, and Hugh Willmott. Intended to provide easy access to this material for students of organizational identity, it will also be of interest more broadly to students of business, sociology and psychology. ... Read more

Book Description

Dealing with your ex-husband, who can't seem to show up reliably for weekends with the kids; navigating a workplace fraught with office politics or racial tensions; saying "I'm sorry" or "I love you".

We all have difficult conversations, no matter how confident or competent we are. And too often, no matter what we try, things don't go well. Should you say what you're thinking and risk starting a fight? Swallow your views and feel like a doormat? Or should you let them have it? But--what if you're wrong?

Difficult Conversations shows you a way out of this dilemma; it teaches you how to handle even the toughest conversations more effectively and with less anxiety. Based on fifteen years of work at Harvard Negotiation Project and consultations with thousands of people, the authors answer the question: When people confront the conversations they dread the most, what works?

Difficult Conversations walks you through a proven, concrete, step-by-step approach for understanding and conducting tough conversations. It shows you how to get ready, how to start the conversations in ways that reduce defensiveness, and how to keep the conversation on a constructive track regardless of how the other person responds.

Whether you're dealing with your baby-sitter or biggest client, your boss or your brother-in-law, Difficult Conversations can help.
... Read more

Reviews (73)

Difficult Conversions
Stone, Patton and Bruce have written a very useful and critical work on the dynamics of all conversations - the ones we've had and regret; the ones we don't have, because they seem too risky; and the ones we need to have to enhance our personal and professional relationships. They argue that there are three categories of conversations, which encompass every aspect of what transpires in our daily exchanges. They are: (1) The "what happened?" conversation (2) The feelings conversation and (3) The identity conversation. We can become more skilled and efficient in our conversations, if we begin to check our often flawed assumptions about what happened, how we're feeling and how our self-perceptions impact our understanding of what others say. Typically, we assume we are right and others are wrong, we assume the intentions of others, we don't treat feelings as facts, and we associate our identities too closely with the contexts of specific conflicts. To have productive difficult conversations, we need to change the way we talk to ourselves and how we approach our communications with others.

One can't help wondering, however, if the only people reading this book are already self-actualized or so well on their way that they are, in fact, the best communicators among us. The authors' failed to address the lingering doubt left with the critical, reflective reader: that most difficult conversations are the fruits of difficult people, who, unless they read this book, have little capacity or motivation to be anything but difficult. In any case, Difficult Conversations is mostly devoted to explaining and analyzing the three conversations and how one can use these categories to have more productive exchanges. The book has many useful graphic organizers, including a checklist and a roadmap for engaging in difficult conversations.

In effect, Stone and his colleagues argue that we must shift from a perspective of "knowing" to "learning". Meaningful conversations can take place when we don't permit our assumptions to rule the moment, rather when we take control by being curious, open, and self-aware. To find out what happened, we need to explore each other's stories, separate intent from impact, abandon the blame framework, and to consider all conflicts as a system ("the contribution system"), to which every party has contributed in some way. They argue that the blame framework is a clue that feelings are playing a significant role in a conflict. Feelings often get translated into judgements, attributions, characterizations, or solutions. The key to managing feelings is to treat them as facts by acknowledging them, and considering how they are part of the problem and exploring them fully. All too often our feelings emerge from the sense that our identity is somehow at stake. Most of us frame our identities around one or all of three core themes: competence, virtue, or worthiness. When we feel any of these is questioned, we revert to fight or flight. We can best manage the identity issue by understanding ourselves as complex, by knowing we make mistakes, by acknowledging that our intentions are not simple, and by recognizing that all parties contribute to problems. The "learning" must begin within ourselves before we can understand issues or problems with others.

We can affect our own conversational "learning" by engaging in "the third story" conversation, which requires us to consider how a third party would describe and analyze the situation. This sets up a process of internal dialogue, which is necessary to check our own perceptions, feelings, and interests. Further, the authors encourage listening from the inside out, speaking for yourself, and taking the initiative. While the book combines theory, examples, and description, it is also a very handy guide to improving one's communication style in the workplace or at home.

very highly recommended
When I first picked up this book, I wasn't very optimistic about its content. I've got a rather solid background in conflict resolution and communication, have even taught courses in listening and small group communication. I assumed the book would be more of the same -- here's where you should nod, here's how you reflect, etc.

I was pleased to find that I had misjudged the authors. Reading this book and truly incorporating its advice and philosophies can be a life-changing experience. The content here goes beyond technique and finds firm ground (surprisingly) in speaking about inner issues that arise during difficult conversations -- and it manages to do so without coming off as didactic or flakey. In fact, I would have to say that this is the first "self-help" book that didn't make me a little squirmy and rebellious -- I soaked up the information and found myself relying on the content in real life on a daily basis, and right away.

I also have found myself evangelizing the book to a great extent, and have recommended it to friends I know who are having difficulty with family members, bosses, their children their neighbors -- as well as to a number of my clients who have expressed difficulty in managing up and/or down.

There's something of value for just about anyone here -- even if you are already well-versed in communication and negotiation skills.

Concepts and techniques that work
I find this book to be helpful because I have had a life-long struggle with difficult conversations. The section about understanding what is said and unsaid is a key piece of information which has given me greater awareness. The procedures require commitment and practice. Don't expect to get it right the first time or every time. I put an extra piece of information into practice every few days. I would also recommend another book, Crucial Conversations for another perspective on emotionally charged conversations, and Optimal Thinking: How To Be Your Best Self to learn how to make the most of any situation.

Too obvious...what we need is a difficult relationships book
The stuff in this book should be obvious to most reasonable people. If you're having problems at this level, you still have a long way to go in terms of dealing with truly difficult situations. Seeing so many people liking books like this gets me worried... (Is it just me who feels like I'm back in kindergarten when I take these corporate self improvement classes (come on, be honest now).)

If you can generally gather the gumption to talk with people through awkward issues, this book will not help.

My really difficult issues in life are with severely complexed people who are either defensive to the point of being anti-social or with those who never learned the skill to listen. You know people like this, right? Their bad behavior inevitably drives away their friends and they often have trouble with their other family members.

I'm not saying that I'm always in the right when having difficult conversations with people like this. What I struggle with is dealing with really hard headed people, and this book only belabors obvious points like "there are two sides to every story" and "you have to try to stay reasonable if you care to get through".

Everything in the book is good, if that's what you want to learn about. I just found it too obvious, and it assumes the case where the other person is a relatively well adjusted person.

"A Dangerous book in the hands of morons"! (NY, USA)
Well the reviewer has got a great sense of humour! I was laughing my a*se off!

It sems so many people do not practice what they preach. This guy's bosses whoever they are or were seem to have 'lost the plot'.

Isn't it strange that the 'Golden Rule' in business I was taught is not often used. It is as my Mum still says, "Do as you would be done by". Very simple but common sense is not usually common action!

My invitation to this person is please make contact with me as I have some questions I'd like the writer to answer before I buy the book! Dear Amazon.com, can you arrange that? Give the writer my e-mail address please. ... Read more

Book Description

Mergers, acquisitions and other strategic transactions are no longer exclusively practiced by a small number of huge corporations. Today these deals are standard business activities, engaged in by companies of all types and sizes. As one of the first books broadly written for any business professional engaged in a strategic transaction, Deal Teams [ital] outlines the basics and details the intricacies of how a deal works and who the players are. With hundreds of deals under his belt, author Michael Frankel is a seasoned authority who offers the reader a clear and candid explanation of the roles, motives and objectives of the key players in a deal. As he characterizes the entire deal team - from executive management and the corporate development team, shareholders and other internal players, to external advisors including public relations and human resources executives, as well as investment bankers and outside counsel - Frankel profiles everyone involved in a strategic transaction. The deal-rich environment of the corporate world in which we live today demands that business professionals understand the landscape of the deal table as well as the roles, biases and incentives of those seated around it. Deal Teams is a critical read for that rapidly-widening pool of anyone involved in, contemplating or affected by a business deal. ... Read more

Reviews (2)

INVALUABLE RESOURCE
"Deal Teams" is a superb book. It contains invaluable information for seasoned M&A professionals and a comprehensive, reader-friendly overview of the business and legal context of M&A transactions. This book will be a best friend to a young lawyer or business person just starting out, or to anyone interested in the dynamics of business transactions. I sat down and read the entire book in one sitting (and this from someone not typically attracted to business-related books). "Deal Teams" stands apart from other books about law and business in that it draws its reader in, both instructing and allowing the reader to savor Mr. Frankel's use of language. I look forward to Mr. Frankel's future publications, which, if they are half as good as this book, will make him a household name in the business and legal worlds.

Excellent tool for all!
In this book Frankel presents a clear, understandable look at deal teams and the role of each player. He uses his experience to provide insightful anecdotes and an excellent introduction to strategic transactions and those who make them. A must read for anyone interested in how businesses are bought and sold, anyone seeking to buy or sell a company or a seasoned veteran who wants to brush up on the role of each player. I enjoyed this book and learned a tremendous amount! ... Read more

Book Description

For most people, negotiating an agreement feels adversarial. It is a process one tries to win. It is not viewed as a process that expresses a clear joint vision ora path to desired results. We have been conditioned to function in a "me vs. them" context. Creating agreements for results, rather than negotiating agreements for protection, would provide much greater benefits.

The conflicts most people get into are avoidable. Conflict develops because of differing expectations about what working with others will produce. Differences arise because these expectations have not been made explicit to everyone. People fail to make their expectations explicit because they never learned how. The Book of Agreement provides a clear path through the minefields of conflict, to shared expectations. ... Read more

Reviews (9)

Finally, a practical book for the real world
The Book of Agreement is the first practical book on how to realize the potential of really working together in the world, at the office, or in the home. Stewart Levine outlines the amazingly simple, and yet so powerful, 10 elements that actually produce"agreements for results". Following this by example after example of people who actually made this work. I found this book to not only be worth my time, but such a time saver that I got copies for everyone in th office. I even sent copies out to my family.

From the author of "Teamwork Is An Individual Skill"
Add this book to your shelf of most important references--like your dictionary and your "Windows for Idiots" guide--and consult it often. Your life, relationships, and career will improve immeasurably.

Stuart Levine's first book "Getting to Resolution" is the best I've read on resolving conflict. I think I know a thing or two about agreements. So I read the review copy of this new book, supplied by his publicist, with mixed emotion. I know and love Stewart, we have the same publisher, I'm thrilled his great second book is out, and he taught me good stuff about resolving conflict (we also shared an excellent glass of Merlot last year in Santa Fe, but that's a story for another day). But, just what can Levine teach this veteran partnering consultant about making and keeping agreements?

A thing or two, it turns out.

Let's start with what's critical to learn if you don't already know it.

Consider Levine's Principle #2, "We work and live in a 'sea' (context) of agreements." Do you realize all relationship behavior is governed by implicit or explicit agreements? Someone can't even push your hot-buttons unless you and they have established by implicit agreement that "those" buttons are indeed hot and that you will explode if they are tweaked in a certain way. And you know "Shhh, don't tell a soul"
implicitly means "keep this to yourself as well as I'm keeping it to myself." Even a chain of command is full of implicit agreements about norms like who can and can't tell whom what to do, who can and can't evaluate another's performance, who can and can't make decisions, etc. If you've worked in one hierarchy, you pretty much can move from organization to organization and quickly grasp the nuances of the culture. Why? Because you understand, experientially, the sea of implicit agreements.

You buy into, if not invent, these implicit agreements, and then live by them whether you like it or not. It's your own doing. So you might then consider Levine's Principle #3, "We never learned the essential elements of an effective agreement." I believe people clamor for control because they lack the learned power of agreement-making. It's much easier to just boss folks around. But it's far more powerful and rewarding to make what Levine calls "agreements for results." That's a lot of what TeamWisdom (a term from my work) is about.

So what do you do? You learn the essential elements of an effective agreement, then put them to use. Repeat. Improve. Repeat. Improve. Levine shows you how.

Just as he did in his first book, Levine gives us the foundation first and the practice second. He starts with the Basic Law of Agreement ("Collaboration is established in language by making implicit and explicit agreements"), then offers ten principles, and then ten elements of effective agreements. Elements include things like roles, time and value, measures of satisfaction, etc. Later in the book, he uses these ten elements to fashion templates and illustrate agreements for different situations (like employment agreements, sales agreements, performance appraisal agreements, feedback agreements, and many more).

The strength of this book is in combining his original concepts with his applications. For instance Levine identifies the difference between agreements for protecting your interests and agreements for results. The first is what you hire lawyers to do in writing contracts; he knows,
Levine practiced law for years. He shows you how to make agreements for results and protect your interests. Levine also provides application after application after application. More than half the book is devoted to templates for agreements for results in organizations, associations, communities, families, cultures, marriages, and more. Be sure to practice the new Levine U MBA -- managing by agreement. You'll also want to read his section on training your lawyer how to make agreements for results.

The Book of Agreement makes a terrific companion to "Teamwork Is An Individual Skill: Getting Your Work Done When Sharing Responsibility"

It's all about the agreements
As a conflict mediator, I have found The Book of Agreement by Stewart Levine to be extremely insightful for me personally and particularly helpful in working with my clients. His book will help us all create effective relationships in our lives. A must read.

The Book of Agreement: An Inspiring Gift!
The Book of Agreement is profoundly simple yet extremely useful in its application to many varieties of situations/relationships requiring dependable and reliable solutions toward fullfilling significant goals.
Stewart Levine's capacity to provide a means by which conflicts can be resolved, not only allows the reader the ability to do so for him/herself, but it also provides great insight into understanding (which is a wonderful gift).

The Book of Agreements
Stewart Levine has given us a strategy for coming into alignment with all issues. The book is stunningly easy to read, the practices are simple - practical and useful.
Dr. Audrey Reed, is the Author of Money ToolBox for Women and runs a consulting and seminar company.
We use this all the time with our clients, in business and at home. ... Read more

Book Description

In one comprehensive collection, The Dark Side of Organizational Behavior provides a framework for understanding the most current thinking on the negative consequences of organizational behavior. Written by experts in the field, the contributors to The Dark Side of Organizational Behavior focus on the causes, processes, and consequences of behaviors in organizations that have a negative effect on the organization and the people in them. ... Read more

Book Description

"It provides a very good overview of the field of conflict resolution, an overview that is not to be found in any other existing volume. I very much like the breadth of coverage, as well as the use of the profiles of conflict resolution professionals. The authors write very well, and the book will be accessible to a wide audience." ¯Eban Weitzman, Ph.D., Graduate Programs in Dispute Resolution, University of Massachusetts, Boston

"I liked this book quite a lot. Its combination of theory, practice, and professional profiles is an innovative and very useful approach." ¯Heidi Burgess, Conflict Research Consortium, University of Colorado, Boulder

"Whether you are dealing with a conflict on Capitol Hill or in a local community, this book will be an extraordinarily useful tookit for helping you to turn paralysis into progress." ¯Mark Gerzon, author of A House Divided: Six Belief Systems Struggling for America’s Soul

If you’ve ever wondered how best to approach a conflict, Collaborative Approaches to Resolving Conflict will help you choose the right method for your problem. Using the same tool for different kinds of conflict often leaves us feeling stuck and frustrated. Authors Myra Warren Isenhart and Michael L. Spangle explain the major approaches to managing disputes at home, in the workplace or school, within communities, or in the international arena. The reader will find that each approach is illustrated with recent examples of what can go wrong and how to respond most appropriately. This book includes the following approaches:

• Negotiation
• Mediation
• Facilitation
• Arbitration
• Judicial Processes

Profiles of experienced and respected practitioners accompany each approach. These well-known men and women describe how they entered their chosen field, what their work is like, and what topics are controversial in their areas.

Book Description

Essential Guide to Qualitative Methods in Organizational Research is an excellent resource for students and researchers in the areas of organization studies, management research and organizational psychology, bringing together in one volume the range of methods available for undertaking qualitative data collection and analysis.

The volume includes 30 chapters, each focusing on a specific technique. The chapters cover traditional research methods, analysis techniques, and interventions as well as the latest developments in the field. Each chapter reviews how the method has been used in organizational research, discusses the advantages and disadvantages of using the method, and presents a case study example of the method in use. A list of further reading is supplied for those requiring additional information about a given method.

The comprehensive and accessible nature of this collection will make it an essential and lasting handbook for researchers and students studying organizations.

Book Description

Private-sector collective bargaining in the United States is under siege. Many factors have contributed to this situation, including the development of global markets, a continuing antipathy toward unions by managers, and the declining effectiveness of strikes. This volume examines collective bargaining in eight major industries—airlines, automobile manufacturing, health care, hotels and casinos, newspaper publishing, professional sports, telecommunications, and trucking—to gain insight into the challenges the parties face and how they have responded to those challenges.

The authors suggest that collective bargaining is evolving differently across the industries studied. While the forces constraining bargaining have not abated, changes in the global environment, including new security considerations, may create opportunities for unions.Across the industries, one thing is clear—private-sector collective bargaining is rapidly changing. ... Read more