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martinezcorno's review against another edition
2.0
Some concepts were okay, but others are outdated.
afterglobe's review
3.0
3/5 - Liked it.
This book is a useful reminder of the power of collaborative negotiation.
It’s amusing enough and it makes several good points. Most importantly, it breaks down the differences between win/lose, compromise, and win/win negotiations and indicates how one might arrive at any one of these with an emphasis on the benefit of win/win negotiations on lasting relationships.
The reason this didn’t rate higher was that it is written from a very singular perspective - that of a white, American man.
As a Russian-American, the whole concept of “Soviet style” negotiation was cringe-worthy to me. Yes, I’m willing to concede that Russian negotiators do not always operate under win/win circumstances. But a belief that Russians do not want to allow other parties to win is, in my experience, a false one. The Russian negotiators I’ve met are exceedingly focused on fairness and perceive American negotiators as unnecessarily chipper and duplicitous. It is because the American negotiators have failed to personalize themselves (a key concept in this book) that Soviet style negotiation tactics exist in the first place. Neither side is made up of angels.
I also found the example of negotiating your way out of a ticket tragically laughable. I cannot imagine a person of color, especially a black man, getting out of his car to approach a police officer without risking his life.
My takeaways from this book are to always negotiate in good faith when I can and to recognize strong man negotiation tactics when they are used against me. Overall, a useful read though not necessarily the most universally applicable one.
This book is a useful reminder of the power of collaborative negotiation.
It’s amusing enough and it makes several good points. Most importantly, it breaks down the differences between win/lose, compromise, and win/win negotiations and indicates how one might arrive at any one of these with an emphasis on the benefit of win/win negotiations on lasting relationships.
The reason this didn’t rate higher was that it is written from a very singular perspective - that of a white, American man.
As a Russian-American, the whole concept of “Soviet style” negotiation was cringe-worthy to me. Yes, I’m willing to concede that Russian negotiators do not always operate under win/win circumstances. But a belief that Russians do not want to allow other parties to win is, in my experience, a false one. The Russian negotiators I’ve met are exceedingly focused on fairness and perceive American negotiators as unnecessarily chipper and duplicitous. It is because the American negotiators have failed to personalize themselves (a key concept in this book) that Soviet style negotiation tactics exist in the first place. Neither side is made up of angels.
I also found the example of negotiating your way out of a ticket tragically laughable. I cannot imagine a person of color, especially a black man, getting out of his car to approach a police officer without risking his life.
My takeaways from this book are to always negotiate in good faith when I can and to recognize strong man negotiation tactics when they are used against me. Overall, a useful read though not necessarily the most universally applicable one.
judithhuang's review
3.0
A bit dated now (cf all the references to the soviets and how ruthless they are) but still handy with an unforgettable first chapter about negotiating on the price of a fridge in a fixed price store.
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