Amazon.com Audiobook Review
We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins
Book Description
Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.
It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to:
- Separate the people from the problem
- Focus on interests, not positions
- Work together to create opinions that will satisfy both parties
- negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"
Customer Reviews:
I'm glad we could swap the blue and red ones........2007-10-18
Getting to Yes: Negotiating Agreement Without Giving In This book certainly shows how to save face - showing how to accomlish an objective without giving in. It also is easy to read and an excellent start for the 'beginner' stepping into this area of reading, with a view to acting on the information provided. I recommend this as well as "Getting Past No" by the same author, for the beginner and the novice negotiator.
Okay.......2007-09-30
I was better off buying the book from the regualr store. The book cost me more due to S/H.
A positive-sum game.......2007-09-02
Despite the common perception, negotiation is not about winning, it's about coming up with a resolution which benefits both sides. In order to develop such an agreement you have to be willing to listen, and to understand the opposing side on both the personal and business levels. 'Getting to Yes' teaches us how to develop these skills. From personal issues, to tactics, to psychological tricks, to best alternative (BATNA) analysis, Roger Fisher covers a lot of ground in this classic. The book is short and to the point, and serves as a great launchpad for further research in the area.
The Godfather of all Negotiation.......2007-08-27
I have purchased the unabridged audio versions to save time. Harvard developed principled negotiation which causes an unsurpassable system for negotiation. This is the book everyone should read if there's only one book in the world on negotiation! Nearly one hundred raving five star reviews from readers, lawyers, business people, professionals, students, teachers, and negotiators can't be wrong.
Yes, this is a "must read".......2007-08-19
Reviewing a book 15 years after its publication might seem a bit pointless. But that depends on the book. In this case, we're talking about a book that has near cult status in the business community.
Over the past 15 years, this book has been referred to and revered in thousands--if not millions--of articles, seminars, college course, and training programs. In fact, as of the date of this review over 100 published books cite Getting to Yes.
If you're in business and haven't read this book, you are operating with less than full power. But the book has value well beyond the business world. If you've ever had a disagreement end in a way that left you or the other party feeling cheated or manipulated, that ending probably came about because you were either bargaining about position or confusing the people with the problem. Either strategy guarantees at least one loser. Unfortunately, most disagreements follow one or both of these losing strategies.
With discipline and practice, you can apply the knowledge in this book so that you:
* Preserve relationships without giving in (go along to get along).
* Can satisfy the interests of both parties.
* Ensure both parties are motivated to uphold their end of the bargain.
* Feel good about the agreement reached and the people who reached it.
The strategies have nothing to do with tricking other people or playing games. The strategies have everything to do with respecting other people and refusing to play games.
In the publishing world, "thud factor" is a major consideration. Many readers expect filler, in the form of anecdotes and stories (as if they want the author to assume they are too daft to understand assertions made directly in plain English). Getting to Yes is 200 pages long, with the last 50 pages or so being basically a review and a "Cliff Notes" of the first 150. So, you have the book followed by a summary of the book. What you don't have is 150 pages stretched to 300 pages with stories that a busy executive would rather skip.
The concise writing is a huge plus to many people, but some reviewers see it as a minus. So, you may also read reviews saying that other books are "better" because they are thicker.
I have two proposed solutions to that:
1. Read the first 150 pages of Getting to Yes twice. This will equal 300 pages.
2. Read the book, then practice it. Take 150 pages of notes regarding your experiences. You now have the stories and filler you wanted.
The authors wrote this book not to entertain, but to educate. It gets to the point. There is no obfuscation, meandering, or distraction. That same communication style is required in a negotiation. The occasional anecdote may be helpful, but to lead a negotiation to a successful conclusion you must focus on the real issues. That is what this book does. And that's why it's a classic in the classroom and in the boardroom, and in executive suites and staterooms throughout the world.
Be sure to read Getting Past No and The Power of a Positive No, as well.
Amazon.com
We've all been there: We know we must confront a coworker, store clerk, or friend about some especially sticky situation--and we know the encounter will be uncomfortable. So we repeatedly mull it over until we can no longer put it off, and then finally stumble through the confrontation. Difficult Conversations, by Douglas Stone, Bruce Patton, and Sheila Heen, offers advice for handling these unpleasant exchanges in a manner that accomplishes their objective and diminishes the possibility that anyone will be needlessly hurt. The authors, associated with Harvard Law School and the Harvard Project on Negotiation, show how such dialogues actually comprise three separate components: the "what happened" conversation (verbalizing what we believe really was said and done), the "feelings" conversation (communicating and acknowledging each party's emotional impact), and the "identity" conversation (expressing the situation's underlying personal meaning). The explanations and suggested improvements are, admittedly, somewhat complicated. And they certainly don't guarantee positive results. But if you honestly are interested in elevating your communication skills, this book will walk you through both mistakes and remedies in a way that will boost your confidence when such unavoidable clashes arise. --Howard Rothman
Book Description
Members of the Harvard Negotiation Project--which brought you the mega-bestseller Getting to YES--show you how to handle your most difficult conversations with confidence and skill.
Whether you're dealing with an underperforming employee, disagreeing with your spouse about money or child-rearing, negotiating with a difficult client, or simply saying "no," or "I'm sorry," or "I love you," we attempt or avoid difficult conversations every day. Based on fifteen years of research at the Harvard Negotiation Project, Difficult Conversations walks you through a step-by-step proven approach to having your toughest conversations with less stress and more success. You will learn:
how to start the conversation without defensiveness
why what is not said is as important as what is
ways of keeping and regaining your balance in the face of attacks and accusations
how to decipher the underlying structure of every difficult conversation
Filled with examples from everyday life, Difficult Conversations will help you on the job, at home, or out in the world. It is a book you will turn to again and again for advice, practical skills, and reassurance.
"Does this book deliver on [its] promise of an effective way through sticky situations, whether 'with your baby sitter or your biggest client'? It does."-- The New York Times
"These talented communicators blend a daunting array of disciplines into highly readable and practical advice."-- Booklist
"Brilliant. . . . I've already re-read most of it. I'm using it. What more could a reader ask?"-- Tom Peters
"Emotional Intelligence applied to life's tough moments."-- Daniel Goleman
Download Description
"What is a difficult conversation? Asking for a raise. Ending a relationship. Saying ""no"" to your boss or spouse. Confronting disrespectful behavior. Apologizing. Conversations we dread, and often handle clumsily as a result, are part of all our lives: in boardrooms and family rooms, across the negotiation table and the dinner table. Now, Difficult Conversations teaches us how to handle these dialogues with more success and less anxiety. How does it work? Based on fifteen years of research and consultations with thousands of people, Difficult Conversations pinpoints what works. The authors discovered that regardless of context, the same small but crucial errors are what trip us up--and a few key adjustments can make all the difference. * The role of emotions--ours and theirs * The impact of what is said and what is not said * Why admitting our mistakes will put us in a stronger position * The truth behind the myth that women are better at expressing their emotions than men * How to respond productively in the face of personal attacks Who is this for? Filled with examples from everyday life, Difficult Conversations is certain to be an instant and lasting classic for families, neighbors, bosses, employees, customers, tenants, landlords, psychologists, teachers, and more. Who are the authors? Douglas Stone, Bruce Patton, and Sheila Heen teach at Harvard Law School and at the Harvard Negotiation Project. They have consulted to countless businesspeople, governments, organizations, and communities including all parties to the negotiations on constitutional transition in South Africa; school teachers in Medellin, Colombia; and community leaders and the police department in Springfield, Massachusetts. They lecture throughout the world and have written on negotiation, conflict resolution, and communication. Bruce Patton is co-author of Getting to Yes."
Customer Reviews:
Insightful guide to conversations without confrontation .......2007-10-22
You will face difficult conversations throughout your life, but now you can learn how to cope with them. This book provides a framework and various strategies for achieving better outcomes from hard exchanges. Douglas Stone, Bruce Patton and Sheila Heen use principles, illustrative stories and charts to teach you how to understand the components of challenging conversations, and how to prepare for them and transform them into something constructive. The language of the book is clear, insightful, concise and always helpful. You can use these principles in business, but the stories also concern relationships in your everyday life. We say everyone from teenagers to mature adults can use the communication skills discussed in this wise book.
Will you ever have a hard conversation? Sure, you will! Read this book first........2007-09-21
This little book can be a great help. We all have avoided conversations we knew were going to be difficult. Often not talking made things worse, so as things became intolerable we had the discussion and things got even worse. These authors break down the inner structure of difficult conversations and how we often mishandle them. They then show us the ways in which we can turn this into a constructive process that brings more understanding, greater cooperation, and learning that will help avoid repeating the difficulties in the future.
Certainly, I can't recap the whole book in this little review, but I especially like their concept of three conversations happening within each difficult conversation. They are the debate over what happened, the feelings conversation, and the identity issues. In the what happened conversation the problem is that each side assumes it knows the truth, that they know the other party's intentions, and that they know where and how to assign blame. Of course, all this is a fiction and a waste of time. It does nothing to fix the situation or improve the process to avoid the problem in the future. The book then shows you how to have a constructive approach to the same problem. Excellent stuff!
The authors are part of the Harvard Negotiation Project and has a foreword by one of the authors of the famous book, "Getting to Yes". The book is concise, but full of very good information. I recommend it very much.
Reviewed by Craig Matteson - Ann Arbor, MI
Difficult converations.......2007-09-17
this book is well worth the read,
it is easy to get throught, and does not repeat itself.
You want to read the whole book.
nancy carlson
great read.......2007-08-27
This book is used as a textbook at the Harvard MBA. Good tool for those messy conflicts
Best Book on Communication.......2007-08-24
This is the most useful and comprehensive compendium of effective, research validated, communication concepts I have ever seen in one book. Useful for anyone who speaks with other humans, especially significant others, business colleagues and teenagers. If you are a coach, this reading is required. Difficult ideas presented in a way that makes them easy to understand and easy to apply.
Average customer rating:
- I want the blue one - you can have my black one.
- Great book to introduce negotiatation to beginners
- Got to Yes
- Buy it
- A Good Skill Builder
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Getting Past No
William Ury
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Similar Items:
-
Getting to Yes: Negotiating Agreement Without Giving In
-
Beyond Reason: Using Emotions as You Negotiate
-
Difficult Conversations: How to Discuss what Matters Most
-
Harvard Business Essentials Guide to Negotiation
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The Power of a Positive No: How to Say No and Still Get to Yes
ASIN: 0553371312
Release Date: 1993-01-01 |
Book Description
We all want to get to yes, but what happens when the other person keeps saying no?
How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker?
In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to:
• Stay in control under pressure
• Defuse anger and hostility
• Find out what the other side really wants
• Counter dirty tricks
• Use power to bring the other side back to the table
• Reach agreements that satisfies both sides' needs
Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!
Customer Reviews:
I want the blue one - you can have my black one........2007-10-18
ASIN:0553371312 Getting Past No. This is an easy to read book for those who wish to understand more than the 'Win-Win, Win-Lose, etc, type of negotiation. It gives great background when one is trying to iniate a student into the area of negotation. I was able to give short, clear explanations to my daughter, who periodially wanted to know what book I was reading. If negotiation is taught in schools, this one should be a text book.
]]Getting to Yes Is definitely the partner to Getting Past No.
Great book to introduce negotiatation to beginners.......2007-09-25
Getting Past No is the follow up book to Getting To Yes from William Ury. The book provides a simple negotiating method that is easy to understand and follow. Simply put, Ury's method is to
1) "Go to the balcony" - basically remove emotion from the negotiating process to ensure you can look objectively at the issue.
2)"Step to their side" - dig deeper into why the other side is saying no and brainstorm solutions to solve the underlying issue.
3)"Reframe" - instead of making the negotiation an "us vs. them" scenario, make it a "we" situation where you're trying to solve the problem together.
4)"Build them a golden bridge" - in a nutshell, let the other side save face.
5)"Use power to educate" - once you've gotten this far do bully you're way to close the deal. Instead, answer the other sides questions and help them build consensus with their stakeholders by educating them how the deal is good for them.
Overall, this is a very quick read and is not intended to be an all encompassing book on negotiating. It is great for beginners to learn this type of negotiating and it is highly effective for all types of situations. It is a must have in your business library!
Got to Yes.......2007-09-07
This is the sequel to "Getting to Yes" by Ury. I liked the first book better. This one tackles the issue of what you can do when the other party really does not want to cooperate, while "Getting to Yes" assumes a greater willingness to collaborate. The book is okay, just not great. If you trying to get a basic education on negotiation, reading both books would be a good start.
Buy it.......2007-08-15
Probably one of the best, if not the best, negotiations book you could buy. Buy it now!
A Good Skill Builder.......2007-08-07
I found this book helpful because it is concise, skill based (that is I gained skills, not just theory) and provides real world examples. Not as deep or scientific as Crucial Confrontations, but a perfect sized resource that I will refer to over and over.
Amazon.com
If you judge books by their covers, Jack Welch's Winning certainly grabs your attention. Testimonials on the back come from none other than Warren Buffett, Bill Gates, Rudy Giuliani, and Tom Brokaw, and other praise comes from Fortune, Business Week, and Financial Times. As the legendary retired CEO of General Electric, Welch has won many friends and admirers in high places. In this latest book, he strives to show why. Winning describes the management wisdom that Welch built up through four and a half decades of work at GE, as he transformed the industrial giant from a sleepy "Old Economy" company with a market capitalization of $4 billion to a dynamic new one worth nearly half a trillion dollars.
Welch's first book, Jack: Straight from the Gut, was structured more as a conventional CEO memoir, with stories of early career adventures, deals won and lost, boardroom encounters, and Welch's process and philosophy that helped propel his success as a manager. In Winning, Welch focuses on his actual management techniques. He starts with an overview of cultural values such as candor, differentiation among employees, and inclusion of all voices in decision-making. In the second section he covers issues around one's own company or organization: the importance of hiring, firing, the people management in between, and a few other juicy topics like crisis management. From there, Welch moves into a discussion of competition, and the external factors that can influence a company's success: strategy, budgeting, and mergers and acquisitions. Welch takes a more personal turn later with a focus on individual career issues--how to find the right job, get promoted, and deal with a bad boss--and then a final section on what he calls "Tying Up Loose Ends." Those interested in the human side of great leaders will find this last section especially appealing. In it, Welch answers the most interesting questions that he's received in the last several years while traveling the globe addressing audiences of executives and business-school students. Perhaps the funniest question in this section comes at the very end, posed originally by a businessman in Frankfurt, who queried Welch on whether he thought he'd go to heaven (we won't give away the ending).
While different from the steadier stream of war stories and real-life examples of Welch's first book, Winning is a very worthwhile addition to any management bookshelf. It's not often that a CEO described as the century's best retires, and then chooses to expound on such a wide range of management topics. Also, aside from the commentary on always-relevant issues like employee performance reviews and quality control, Welch suffuses this book with his pugnacious spirit. The Massachusetts native who fought his way to the top of the world's most valuable company was in many ways the embodiment of "Winning," and this spirit alone will provide readers an enjoyable read. --Peter Han
Book Description
Jack Welch knows how to win. During his forty-year career at General Electric, he led the company to year-after-year success around the globe, in multiple markets, against brutal competition. His honest, be-the-best style of management became the gold standard in business, with his relentless focus on people, teamwork, and profits.
Since Welch retired in 2001 as chairman and chief executive officer of GE, he has traveled the world, speaking to more than 250,000 people and answering their questions on dozens of wide-ranging topics.
Inspired by his audiences and their hunger for straightforward guidance, Welch has written both a philosophical and pragmatic book, which is destined to become the bible of business for generations to come. It clearly lays out the answers to the most difficult questions people face both on and off the job.
Welch's objective is to speak to people at every level of an organization, in companies large and small. His audience is everyone from line workers to MBAs, from project managers to senior executives. His goal is to help everyone who has a passion for success.
Welch begins Winning with an introductory section called "Underneath It All," which describes his business philosophy. He explores the importance of values, candor, differentiation, and voice and dignity for all.
The core of Winning is devoted to the real "stuff" of work. This main part of the book is split into three sections. The first looks inside the company, from leadership to picking winners to making change happen. The second section looks outside, at the competition, with chapters on strategy, mergers, and Six Sigma, to name just three. The next section of the book is about managing your career—from finding the right job to achieving work-life balance.
Welch's optimistic, no excuses, get-it-done mind-set is riveting. Packed with personal anecdotes and written in Jack's distinctive no b.s. voice, Winning offers deep insights, original thinking, and solutions to nuts-and-bolts problems that will change the way people think about work.
Download Description
"
Jack Welch knows how to win. During his forty-year career at General Electric, he led the company to year-after-year success around the globe, in multiple markets, against brutal competition. His honest, be-the-best style of management became the gold standard in business, with his relentless focus on people, teamwork, and profits.
Since Welch retired in 2001 as chairman and chief executive officer of GE, he has traveled the world, speaking to more than 250,000 people and answering their questions on dozens of wide-ranging topics.
Inspired by his audiences and their hunger for straightforward guidance, Welch has written both a philosophical and pragmatic book, which is destined to become the bible of business for generations to come. It clearly lays out the answers to the most difficult questions people face both on and off the job.
Welch's objective is to speak to people at every level of an organization, in companies large and small. His audience is everyone from line workers to MBAs, from project managers to senior executives. His goal is to help everyone who has a passion for success.
Welch begins
Winning with an introductory section called ""Underneath It All,"" which describes his business philosophy. He explores the importance of values, candor, differentiation, and voice and dignity for all.
The core of
Winning is devoted to the real ""stuff"" of work. This main part of the book is split into three sections. The first looks inside the company, from leadership to picking winners to making change happen. The second section looks outside, at the competition, with chapters on strategy, mergers, and Six Sigma, to name just three. The next section of the book is about managing your career -- from finding the right job to achieving work-life balance.
Welch's optimistic, no excuses, get-it-done mind-set is riveting. Packed with personal anecdotes and written in Jack's distinctive no b.s. voice,
Winning offers deep insights, original thinking, and solutions to nuts-and-bolts problems that will change the way people think about work.
"
Customer Reviews:
Winning = Winner.......2007-10-17
Not only do I think every person with any form of staff management in their job makeup should read this book... I also think anyone who works with anyone else (yes I mean you & him & all of them) should read the chapter on candor. Brilliant stuff.
Kirsty Dunphey, author: Retired at 27, If I can do it anyone can
Disappointed in the end.......2007-10-10
Excellent book until I finished the work-life balance chapter... Please correct me if I am wrong, but what I read was, it is okay to lie to your people or trick them into coming to work for you... and that everyone knows company literature is not based on real culture, facts and beliefs...
Winning Recipe.......2007-09-16
Jack Welch gives a comprehensive guide to winning in business. He provides practical advice on a broad array of topics to include: Leadership, people management, change management, setting strategy, crisis management, and budgeting. He gets personal too, giving tips on how to find the right job and how to find the proper work life balance.
Jack's approach to budgeting is enlightening. He advocates setting targets, but compensating based on performance against last year and against the competition. This ensures energy is not wasted on efforts to come up with magic numbers and playing the common budgeting games. Rather, the focus is on finding opportunities for growth and eliminating obstacles. Wouldn't it be nice if your company followed a similar process?
There is much to learn in this one.
Nick McCormick - Author, Lead Well and Prosper: 15 Successful Strategies for Becoming a Good Manager
Guru to the MBAs, false prophet to the working grunt.......2007-09-16
He has his bits of general good advise, but nothing really wildly new except his enthusiam in regurgitating it. However, many of his philosophies seem like simplitic generalizations from the executive 30,000ft level. It's easy to come off like a fearless leader, full of direction, when it's other 'human resources' below you're squeezing like lemons for the needed juice of 'change', 'cost reductions', etc. He doesn't get into details of actually getting it done too much, which is typical of these high-power executive types. Doesn't sound like somebody who's really acquainted with the bloody, dirty nuts-and-bolts details of the low-level grunt world. His piece on dealing with Communist China is exemplary of this: why, we'll just re-invent ourselves perpetually to always be ahead of them... right! His point of view is that of Julius Cesar high up in his emperor's stand, whereas life looks a lot different if you're one of the gladiators or christians down in the sand waiting for his thumb signal!
Winning.......2007-09-15
This is the best business book on the shelf. Organizations should make this required reading for all managers and employees.
Book Description
No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No–to people at work, at home, and in our communities–because No is the word we must use to protect ourselves and to stand up for everything and everyone that matters to us.
But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn.
This indispensable book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side’s aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests.
Based on William Ury’s celebrated Harvard University course for managers and professionals,
The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively.
In today’s world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities.
Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn!
Customer Reviews:
Your Review.......2007-09-24
Wow, Mr. Ury hits the nail on the head and drives it clear home, unlocking the magic of what makes a good negotiator! Negotiation can be complex if you think about it. I truly appreciate the length Mr. Ury has gone to in order to make this so simple. Mr. Ury walks through step by step, coaching you and giving you a wealth of useful information. It's almost as though he's learned everything and woven it into one seamless, highly effective production. This book did more for my negotiations with less confusion then any other book I have ever read, period! It's far superior for someone who is truly trying to do better on this subject and is not sure how or where to go. If only this were available when I was a kid; or better yet, when my parents were kids! Perhaps this would be the bible of negotiation...
Dissapointed.......2007-08-02
I found this book is to over analytical of the simple word "no"....the author tries to prove it's importance, however he does it in a dry, wordy, and uninteresting manner. I wish there were more examples in it, to save time from reading the whole thing. The basics point is a "good" no is actually:
yes
no
yes
...now you know the no secret (haha), so save yourself some money and say NO to this book!
The Power of a Positive No: How to Say No and Still Get to Yes.......2007-07-19
No. Such a simple word yet it's so hard to use. Most of us take on far too much because we are afraid to say no and for good reason. We've all had experiences were we did actually muster the courage to say no and felt extremely guilty afterwards. Moreover, the person who we said no to often gets mad at us and that simple word starts a huge drama. In the end, it would have been much easier just to shut our mouths.
Evidentially, our problem wasn't saying the word but in how we go about saying No. The Power of a Positive No states that No actually starts with a Yes. Sounds confusing? Not really. This Yes is basically an affirmation of what you want to do rather than focusing on the negative. I want to spend time with my family at the beach rather than doing overtime this weekend. Thus, your aim now becomes how to get that time with your family. After that realization, the whole tone of the conversation changes. You can be more open and respectful of the other person while still being strong in what is most important to you. Some very useful skills to possess.
Good Life Habit to Learn and Use.......2007-06-30
The book guides the reader through the three-part process to prepare, deliver and follow through in getting to a positive No. No doesn't come easy especially when trying to please a client who asks to move up the delivery date. You're afraid to say No because it means losing future business, respect and perhaps, your job.
_The Power of a Positive No_ not only helps you improve your negotiating skills in such work situations, but it also applies to your personal life. With the tips in the book, you won't fear the consequences of saying No and you'll find ways to make the situation work out for everyone.
Have you fallen into one of the three-A trap? Tripping up in one of these traps means the person takes steps Accommodate, Attack or Avoid when encountering a No situation. These traps won't make anyone in the situation feel good about the solution. Accommodate means saying Yes when we want to say No. Attack means saying no poorly. Avoid means saying nothing at all and not taking care of the problem.
The book digs up situations that you know you could've handled better. Applying the concepts from the book to past situations will prepare you for doing better next time without worry of blowback. Self-help books face the challenge of encouraging their readers to change. The idea of a positive no sounds difficult -- and it isn't easy either -- will come to readers if they take the time to understand and apply Ury's advice. Don't expect bandage style advice that can fix anything with a simple stick-on.
Of course, you could prepare and set up a great response for a positive no, but what if the requestor doesn't take no for an answer? Ury shows how to prepare Plan B, a backup plan. He also shares a decent amount of real-life examples, large (court case involving a large company and a customer) and small (not having time to help), of how people handled such situations.
Crack the book and it takes no time to become engrossed in Ury's clear and breezy writing style. The book flows and the length satisfies. Fans of the Ury's classic best-seller will appreciate this one and won't feel a sense of déjà vu in having read _Getting to Yes: Negotiating Agreement Without Giving In_.
To be read in a learning mode.......2007-06-27
Brings to you the kind of advice "you already know...", but in reality do not regularly use, at least in a conscious manner. To make it more than a good plane reading you must be slow at going through it and acquire the trade through practice.
Amazon.com
In a global economy, it is crucial for business people to be sensitive to cultural differences. And although the best reason for doing so may be ethical, it's great for business as well! This is an invaluable book for "doing well while doing good" in your intercultural relations, covering the protocols of appointments, business entertaining, greetings, forms of address, gestures, dress, and gifts in 60 of the nations you're most likely to be doing business. Some interesting excerpts:
- Australia: The "thumbs-up" sign, which in the U.S. indicates "O.K." is considered rude.
- Brazil: The colors of the Brazilian flag are green and yellow, so avoid wearing this combination in any fashion.
- China: Avoid making exaggerated gestures or using dramatic facial expressions. The Chinese do not generally use their hands when speaking, and become distracted by a speaker who does.
- Indonesia: Since it is impolite to disagree with someone, Indonesians rarely say "no"...a clear way to indicate "no" is to suck in air through the teeth.
The authors are very aware that no generalizations apply to all residents of a nation, and are careful not to stereotype or judge. Highly recommended to any business traveler--or any student of the diversity of human cultures.
(Note: a great companion volume for this book is Gestures, which is devoted entirely to explaining the varieties of hand gestures in 82 countries!)
Book Description
More than a decade after establishing itself as the number-one book on international business etiquette, Kiss, Bow, or Shake Hands has been fully revised to reflect the profound global transformation that has occurred since its debut. In this new edition, author Terri Morrison McCarthy-the leading expert in this field-has included:
Comprehensive updates for each of the book's 60-plus country chapters
Several brand-new sections, including Cultural IQ tests, "Know Before You Go" tips, and alerts on international security issues
Additional chapters on Austria, Belize, Ireland, South Africa, and Vietnam
The most comprehensive, authoritative text of its kind, the first edition of this invaluable reference guide has won a following among high-ranking military officials, influential corporate executives, and business school professors alike. This new edition, with its wealth of revised material and discussions of current hot topics, is proof that such a classic only gets better with time.
Customer Reviews:
Understanding.......2007-06-18
This is an excellent resource to assist those of us who live in the United States to better understand and relate to individuals from other countries. Behaviors are very often driven by culture. I use this with Homestay families when I place students from other countries in their homes.
A Quick Reference on Cross Cultural Sensitivities.......2007-05-19
I run leadership programs for high potential Fortune 500 women in NYC, Boston and NJ and I meet so many talented men and women from Eastern Europe, Europe, South America, Asia, South America and even Iceland. This book gives me a quick reference on business culture, mores, traditions and social culture. I know these get out of date quickly but it's sure better than not knowing and allows you to be more responsive.
Dubious advice at best.......2007-04-25
I lived in South East Asia for nearly 12 years including over 8 of them in Indonesia. From tiny villages in Java with just under 30 families to the skyscrapers of Jakarta, running industrial projects and developing business. I even gained a native level fluency of the language.
At no time during that entire period did I EVER find an Indonesian who would hesitate to tell me "no". They can say it, do say, and even have a few different words for it. The only time I've ever seen someone suck air between their teeth is when they've eaten something really hot.
It's naive to think a single book or individual can cover the customs of 60 countries. Having spent considerable time in one geographic region with my feet on the ground for years in nearly a dozen countries, I couldn't even begin to start to explain the cultural traits and habits of maybe four or five of those countries.
Find yourself a real cultural etiquette book that focuses on the specific country you want to visit, and forget this superficial treatment that looks like a rehash of every other general cultural etiquette book I've ever read.
Another inaccuracy .......2007-03-30
Perhaps many of the people who are rating the book so highly did not take the "cultural IQ" quizzes. I took the one for Spain, a country I have visited. The answers were correct in identifying the Prado as being in Madrid, but the last time I visited the Alhambra, it was in Granada, not Toledo (where the book puts it). That's quite a distance to move a major cultural landmark!
Kiss Bow or Shake Hands.......2007-01-12
Excellent reference book. Especially useful if you do international business of any kind.
Book Description
Police Lieutenant Phoebe MacNamara found her calling at an early age when an unstable man broke into her family's home, trapping and terrorizing them for hours. Now she's Savannah's top hostage negotiator, defusing powderkeg situations with a talent for knowing when to give in-and when to jump in and take action. It's satisfying work-and sometimes those skills come in handy at home dealing with her agoraphobic mother, still traumatized by the break-in after all these years, and her precocious seven-year-old, Carly.
It's exactly that heady combination of steely courage and sensitivity that first attracts Duncan Swift to Phoebe. After observing her coax one of his employees down from a roof ledge, he is committed to keeping this intriguing, take-charge woman in his life. She's used to working solo, but Phoebe's discovering that no amount of negotiation can keep Duncan at arm's length.
And when she's grabbed by a man who throws a hood over her head and brutally assaults her-in her own precinct house-Phoebe can't help but be deeply shaken. Then threatening messages show up on her doorstep, and she's not just alarmed but frustrated. How do you go face-to-face with an opponent who refuses to look you in the eye?
Now, with Duncan backing her up every step of the way, she must establish contact with the faceless tormentor who is determined to make her a hostage to fear . . . before she becomes the final showdown.
Customer Reviews:
High Noon.......2007-10-18
Again a wonderful book by Nora Roberts - lovely settings, a great deal of action, sexy love scenes, great story, and a happy ending...
Great Read.......2007-10-15
This is one of Nora's wonderful, fast-paced, can't-put-down mysteries with romance thrown in. Other reviewers had explained the plot, so I'll just say that I found the story of a hostage negotiator and an entrepreneur, as silly as it sounds, utterly believable. The main characters were likeable, the story of the stalker tense and scary, and the whole thing comes together beautifully in the end.
First-rate Nora!
High Crimes.......2007-10-12
Nora Robert's recent novel is nothing but pure writing talent. The scenario plays out as one Police Lt. Phoebe MacNamara, former FBI agent, now Savannah's top negotiator, has an exemplary record at saving desparate people from themselves in hostage situations. While dealing with a high profile job, she is also the divorced mother of a seven year old (Carly) and head of the household, (the old, beautiful Victorian house left to her by her eccentric Aunt Bess). The one stipulation is that Phoebe MUST live in the house to continue to own it. This is difficult as her mother is an agoraphobic and will not leave the house, therefore tying Phoebe to it for the rest of her life. As if all of this isn't enough, Phoebe stumbles upon one Duncan Swift - lottery winning, gorgeous hunk of a man and her world is turned upside down. The story goes on with lots of action and mystery as Phoebe must uncover a madman before he kills the people she holds near and dear as well as deal with a cop-gone-bad in her own department. High Noon is packed with adventure and of course romance. It had me on the edge of my seat more than once and it was all I could do to keep from reading ahead to uncover the criminal at the end of the story. Several reviewers have compared Phoebe to Eve Dallas of the JD Robb series. While the two characters are both lieutenants, I see no other similarities. Nora has done another excellent job and it is definitely a story that should not be missed.
One of Her Best!.......2007-10-01
Nora Roberts is one of my favorite authors. I often wonder how she sleeps at night what with all the stories that must be running rampant thoughout her head and "High Noon" is one of her best. For those of you who avidly follow Ms. Roberts, you will enjoy this book. For those of you who do not follow her, this is a good novel with which to begin your Nora Roberts Journey.
A little disappointing.......2007-09-26
While "High Noon" has a an engaging plot line I found the characters rather superficial for a Nora Robert's novel. I usually enjoy her fully developed characters. These are not her usual deep personalities. If you are a fan of her JD Robb series than this will disappoint you since much more of the book is on relationships than on the investigation or hostage negotiation, as the case would be. Other reviewers have compared the main characters to Eve and Roarke but I see very few similarities. Very different personalities. I was also disappointed that none of the dialogue was written in the southern dialect. While the story takes place in the South there was not even a y'all in the conversations. Makes if very difficult to get a feel for the environment of the story. So while it is a good plot I would definately wait to buy it in paper.
Amazon.com
Start with No, by negotiation coach Jim Camp, is a tenaciously contrarian guide to the art and science of give-and-take that proposes a viable alternative for today's prevailing "win-win" approach. Beginning with an inverse premise--that having the right to say "no" and veto any agreement is actually the key to favorably concluding the various deals and transactions we face every day--Camp's procedure counters the common emotion-based urge to compromise ("a defeatist mind-set from the first handshake") with a series of less intuitive decision-oriented actions. "My system teaches you how to control what you can control in a negotiation," Camp writes. "When you do so, you can and will succeed (understanding that success sometimes means walking away with a polite good-bye)." Emphasizing the importance of this underlying attitude, his method combines related steps like defining a mission, understanding the adversary, assessing fiscal and emotional investments, preparing an agenda, and tracking behavior. Each is fully explained, as are associated skills such as how to structure a question to elicit a truly helpful response (e.g., "What else do you need?" vs. "Is there anything else you need?"). Despite its unorthodox manner, if diligently applied, the route that Camp details here may indeed produce winning results. --Howard Rothman
Book Description
Think win-win is the best way to make the deal? Think again. It’s the worst possible way to get the best deal. This is the dirty little secret of corporate America.
For years now, win-win has been the paradigm for business negotiation—the “fair” way for all concerned. But don’t believe it. Today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Have you ever heard someone on the other side of the table say, “Let’s team up on this, partner”? It all sounds so good, but these negotiators take their naive “partners” to the cleaners, deal after deal.
Start with No shows you how they accomplish this. It shows you how such negotiations end up as win-lose. It exposes the scam for what it really is. And it guarantees that you’ll never be a victim again.
Win-win plays to your emotions. It takes advantage of your instinct and desire to make the deal.
Start with No teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to negotiate with the pros.
Start with No introduces a system of decision-based negotiation. Never again will you be out there on a wing and a prayer. Never again will you feel out of control. Never again will you compromise unnecessarily. Never again will you lose a negotiation.
The best negotiators:
* aren’t interested in “yes”—they prefer “no”
* never, ever rush to close, but always let the other side feel comfortable and secure
* are never needy; they take advantage of the other party’s neediness
* create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations
* always have a mission and purpose that guides their decisions
* don’t send so much as an e-mail without an agenda for what they want to accomplish
* know the four “budgets” for themselves and for the other side: time, energy, money, and emotion
* never waste time with people who don’t really make the decision
Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. It is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
Customer Reviews:
Just Say NO to any other negotiation book.......2007-09-19
This book teaches that there is no such thing as a win-win deal. Read this book before you dismiss this deeply entrenched assumption. A win-win is most often and win-settle, with you ending up on the short side of the stick. Buy any of Jim Camp's stuff. You will never be disappointed.
Its really a contrarian & counterintuitive approach.......2007-09-03
This is the first book that I studied on this topic - Negotiation. I wish I had known some of the techniques described in this book, long time back. All along, I have been focusing more on the "Win-Win" kind of negotiations. This book was an eye-opener for me. I liked the 33 rules in the last chapter. That gives a quick summary of the whole book.
Very Insightful.......2007-05-07
I am a pricing expert with 25+ years experience and even I learned a lot from this book. While I disagree with the author that it is rarely possible to have a win-win negotiation, he is absolutely right that professional purchasers are usually out to take advantage. I have never read anything that explained so clearly and readably the mindset, as well as the tactics, necessary to sell to those customers profitably. He shows how being willing to walk away gives a seller the power to make some good deals.
Cut Through The Confusion... Read This Book!.......2007-04-11
Do you want to become a better negotiator? Read this book! I've read all of the books on negotiations and nothing compares to Jim Camp's system. I have been using a similar contrarian negotiating system I pieced together myself over the last 28 years in my Real Estate Investing business with great success. Jim's system helped me knock the rough edges off of my existing system and showed me some overlooked techniques I had not considered. This is the only book on Negotiations I recommend to any of my clients or subscribers. Not only is Jim Camp's negotiating system top shelf... he explains negotiations in a way that makes this book an easy read (unlike some of the other technical books on negotiations... blah!). Buy this book and read it now!
Negotiation is not for the sissy.......2007-02-17
Jim Camp shows why the "win-win" paradigm is bogus. It reveals weakness, not strength. And if your counterpart is an old fox, he'll be ready to jump upon your neck.
Instead, Jim suggests starting from a position of power. This is accomplished by not giving in up front. You can always back up a little, later, if necessary. If you say "no" first, you throw the ball into the other court: the other side has to expose his arguments, so you can decide how to act your best. Which may work even better when BOTH sides say no, which forces an open discussion instead of right-on submission.
Sure, it's easier to surrender early and fall for a "win-win" deal that will only rip you off. As I said, if you're a sissy, to each one his own (and the pros will "love" you for that).
Among other chapters, one deals with how much time, money, emotion and effort you should spend in a negotiation; other with why you can NOT force your counterpart to act the way you want, but rather YOU should concentrate on your own behaviour; and why you can not let your ego hang on the balance of the negotiation (something in the like of "it's business, don't take it as an ego trip").
I found this to be a very good book to upgrade my self assertion. Hope you do too.
Book Description
At last, a negotiation book that 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, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.
Customer Reviews:
Good book!.......2007-07-28
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.......2006-11-03
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.......2006-04-06
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.
excellent book........2005-10-21
Definitely recommended for anyone interested in learning more about the topic. I enjoyed Thompson's no-nonsense approach to negotiation. This book is full of interesting case examples from the real world. It is substantive and practical. Definitely a good buy.
Great Information - Complicated Read.......2005-06-07
A good introduction to negotiations. Although it is complicated to read through the chapters, it contains valuable information about many different aspects of negotiations and strategies.
Book Description
Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include:
Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site.
Series Adviser: Michael Watkins
Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of Right From the Start: Taking Charge in a New Leadership Role (HBS Press, 1999) and the author of Taking Charge in Your New Leadership Role: A Workbook (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job.
Harvard Business Essentials
The Reliable Source for Busy Managers
The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.
Customer Reviews:
good not great.......2007-05-09
fairly decent ideas on negotiation, nothing new here, but would be helpful for people new to negotiation.
Solid coverage of the basics of negotiation.......2007-01-18
As part of the 17-title Harvard Business Essentials series, launched in 2002, this book solidly covers the basics of negotiation. The clarity of the explanations, range of examples and methodical exposition make it a very useful reference for the beginner or mid-level negotiator. Don't let the very rationality of the book's approach make you think that negotiation is easy. It's just that these instructions make it understandable and accessible. Harvard's expert doesn't dwell on the pressures negotiators face and the resultant anxieties, or give a lot of space to the emotional complexity of dealing with money issues with family or friends. Instead, this is a solid, no-detours, nuts-and-bolts manual. We recommend this book as a primer for up-and-coming or partially experienced negotiators. Start here; when you master this solid base, you can polish your skills with something more advanced.
Negotiating Fundamentals.......2006-12-21
The "Harvard Business Essentials Guide to Negotiation" is an excellent introductory book for laying out the essential basic elements of successful negotiations. Step-by-step, the book explains the necessary skills that one requires to carry out effective negotiations.
The book explains the distinction between distributive and integrative negotiation. Distributive bargaining seeks to divide up a fixed amount of resources resulting in a win-lose situation whereas integrative bargaining seeks one or more settlements that can result in win-win outcomes. Integrative bargaining is preferable to distributive bargaining because integrative process builds long-term relationships and facilitates being future partners. It bonds negotiators and enables them to leave the negotiating process feeling that they have all won. The reason why distributive bargaining is prevalent in organizations is that parties are often not open with information and neither are they candid about their concerns. There is often lack of trust and empathy.
The book also describes the concept of BATNA, that is, the best alternative to a negotiated agreement or the lowest acceptable value to an individual for a negotiated agreement. Any offer that you receive that is higher than your BATNA is good and by the same token, you cannot expect the other party to accept an offer that is lower than their BATNA.
The book also highlights other essential elements to a successful negotiation including the need to prepare and plan, being clear about the ground rules, justifying issues on the negotiating table, bargaining and resolving conflicts as well as closure and implementation
The book is well written and is easy to understand and follow. Recommended reading for beginners to negotiation.
Negotiation.......2006-11-10
I think these types of books work better when they diagram and use modeling as a method to teach. Like many books I read, there was a sense of repetitiveness. I think overall it is a good introductory book for negotiation skills, but not what I was looking for.
Alternatives drive Fairness.......2006-11-05
An excellent primer on negotiation. This text defines negotiation and then becomes an 'essential' 'how to' text with a wealth of information. From preparation to 'table tactics' through 'tips and traps', this book helps unfold the fundamental truth of negotiation - alternatives drive fairness.
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Getting Past No
Getting Ready to Negotiate (Penguin Business)
Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
