Product Description: For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
Everyone needs to read this book This has helped my husband negotiate jobs, and it has helped us negotiate with each other on what we want to accomplish with our family. It gives great examples and simple steps. It is clear and a quick read.
Great practical guide to negotiation This book is a good balance of academic/research reviews and an even better practical guide for improving your negotiation style.
Good book! This was the text in a grad level class I took, and I'm glad the prof chose it! This is a great read for anyone that wants to learn how negotiation affects all aspects of your life as well as for those who want to improve their negotiating skills!
Great content, very dry The book has many excellent points, but is written in a manner that will bore you. Several of us in class have three books to read, and this one is the least interesting. I still would recommend it as a good textbook, but only if used as an additional resource to "Getting to Yes" and "You can negotiate anything". Between the three you'll stay interested and the overlap will reinforce.
Used in MBA program - not that useful We used this book in our negotiations class and actually found Getting to Yes to be more useful. This is one of those textbooks that I have written about in other classes that has a lot of common sense in it but it actually makes thinking about negotiation harder than it really is. The book could easily have been shrunk from 430 pages to about 150 pages. The book actually presents too many things to think about in a negotiation that you end up becoming confused about which strategy to use or how to play defense. Of course, like any book some people might like it but I know myself and other classmates did not find it that helpful.
Anything Goes Trivia
Megaton Man
Trevor
