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Getting Ready to Negotiate (Penguin Business)
by: Roger Fisher, Danny Ertel

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Binding: Paperback
Dewey Decimal Number: 158.5
EAN: 9780140235319
ISBN: 0140235310
Label: Penguin (Non-Classics)
Manufacturer: Penguin (Non-Classics)
Number Of Items: 1
Number Of Pages: 224
Publication Date: August 01, 1995
Publisher: Penguin (Non-Classics)
Sales Rank: 20435
Studio: Penguin (Non-Classics)

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Editorial Review:

Product Description:
Individuals, corporations, governments, and labor unions all over the world have utilized the negotiating principles in Getting to Yes--which has more than two million copies in print in 18 languages. This companion volume incorporates the book's fundamental philosophy and advice into a useful tool to help each reader design the negotiating strategy that best suits his/her situation.

Customer Reviews

Average Rating: out of 5 stars

Rating:

- Nothing new from the book, but a helpful tool with high ROI
Getting to Yes is an excellent book on negotiating, one that can be applied to almost any situation. For example, I've used the principles from the book in negotiations for:

- purchasing homes
- new jobs/salary/compensation
- purchasing enterprise software & business services
- purchasing media
- team/project situations
- etc.

While the workbook doesn't provide any new material, it does provide a helpful format for negotiation preparation. On any of the negotiations I listed above the book and workbook and have paid for themselves many times over.

Is it fantastic reading? No. Is it worth it's weight in gold/platinum/diamonds? Absolutely.

Rating:

- A dozen of checklists blown up to make a book
If you like filling lists and pro-forma negotiating "tools" go ahead, plenty of scope for a stiff wrist here, but if you are looking for a book that will really prepare you for a negotiation, forget it.

The problem with books on negotiation is that most are either desriptions of the deals the author(s) clinched (self-aggrandizing), where a common fallacy is made ("It worked for me, therefore it will work for you") or soooo boring and uninspiring, that you would rather read a bus timetable to get some inspiration and motivation (without which you will not be a good negotiator, despite hundreds of check-lists you may make).

This work fits into the second category. I suspect,as with most "workbooks" and sequels to relatively successful first works (such as "Getting to Yes"), that these quick follow-ups are mostly an attempt to capitalize and piggy-back on the previous work and "strike while the ... Read More

Rating:

- Excellent Book for Those Just Starting in Sales
Although many of the strategies and prinicples in the book point out obvious everyday issues, it is helpful to see them in black & white. The book's techniques are actually quite simple and useful, but you must have determination for it to be effective. Confidence is something you can't gain just by reading a book; however, at least you can avoid some basic mistakes. Overall a very good book.

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