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
|
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.
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.
Book Description
The health care sphere we inhabit would unquestionably be more satisfying if everyone adopted the cooperative techniques taught in this book.
--New England Journal of Medicine
Renegotiating Health Care presents pragmatic and effective tools for understanding conflict, negotiating differences, and creating a workable balance among those who deliver, receive, administer, and oversee health care. The authors present practical methods and techniques giving all the players the knowledge and skills they need to put their work in perspective and create workable solutions.
Customer Reviews:
Must Reading for Health Care Executives.......2001-12-02
This book is essential reading for any leader in the world of health care. Health care execs are confronted with complex, highly charged negotiation challenges, internal and external, nearly every day. Many of these conflicts can damage lives and corporate finances. The book gives you very practical, results-oriented advice on how to resolve conflicts and move forward.
Dr. Marcus is the nation's leading expert in health care negotiations and conflict resolution, having helped numerous high-profile organizations overcome conflicts and reach mutually productive agreements. This book thoughtfully conveys this valuable expertise.
Excellent principles for conflict resolution.......2001-06-25
Marcus presents a broad spectrum of options for getting through tough times in the healthcare industry. The personable style and ongoing case history make this a very readable presentation.
Marcus teaches us that conflict is not only always present and unavoidable but can be used as a catalyst for good change. He describes differences in types of negotiation, mediation, and arbitration. He is a proponent of interest-based negotiation which is an attempt to improve the lot of the whole by improving the parts. He advocates active listening.
As witness to his sincerity, he dedicates a chapter each to four of the healthcare stakeholders: policymakers, healthcare management, physicians, and nurses. Each of these chapters speaks loudest to its own stakeholder, at once representing them and persuading them to enter into negotiation.
Postitional bargaining is also explored. Marcus does not advocate being a sacrificial lamb.
This book serves as an excellent introduction to the topic of conflict resolution and negotiation. However, in order to engage into the fray, one would also need to continue to study and practice the principles presented.
Although Marcus seems preachy at times and overhopeful at others, he is at least starting to draw the diverse and strong healthcare industry into one place to sit and talk. Hooray for that.
Book Description
Praise for Covert Persuasion:
"This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation."
-Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life
"Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable."
-Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers
"There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want."
-Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor
"When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for."
-David Garfinkel, author of Advertising Headlines That Make You Rich
"There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!"
-Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning
Customer Reviews:
Persuasion Master does it again! .......2007-10-22
Once more Dr. Kevin Hogan delivers a quality, content filled power house of a book.
Anyone who wants to understand how to persuade others, do it quickly, and do it so everyone wins, needs to read this book.
Kevin has filled the pages between these covers with high powered proven tools that anyone can apply.
Caution, these tools really do work!
Structured, well explained, practical and... persuasive.......2007-10-04
Do you really want to learn the art of persuasion? This is a trick question - you will understand it after reading the book. I have to say that even after reading it, I do not believe real persuasion is to play a trick on someone. You can fool someone, but in the long run you will get caught and this type of "persuasion" will catch up with you. I am simply not interested in that subject, so I was quite ready to throw the book, if it proved to trumpet the value of tricking someone. The use of the word "trick" in the title is unfortunate, because the book, with a few exceptions, is not a repository of tricks, but a pretty good analysis of successful communication.
The writing is clean and clear. There are no complex theories, statements of advice are explained in a straightforward manner. The reader could appreciate the purposeful style. Although the tactics are listed using a dry numbering system ("Covert Persuasion Tactic #32), they are grouped in chapters following well defined concepts. I thought the authors handled quite well the delicate issues of emotion and belief. One of the positive aspects of the book is that the reader can follow a system to educate new, better communication habits. Some readers could find observations that provoke thinking beyond the simple idea of persuasion.
The authors make an effort to simplify the message of persuasion (they have to persuade you, right?), but they also emphasize the fact that one has to put in more effort in order to get better results. It is about being motivated, knowing what you want and hard work. Some of the more interesting concepts in the book are:
- People don't believe in something because of a specific reason, they just do
- Always be outcome focused, imaging final product
- Avoid mind drifting, which is caused by tiredness
- Focus requires energy
- Anticipate, always anticipate
- Beware when someone else's agenda is on your to-do list
- Communicate with intention
The title and the introduction style do not do justice to the book. It has more depth than it lets you believe. It is better if you take your time and read it slowly - and think about it, rather than skip through it.
Overall, the book is useful, even if you are already familiar with some of the concepts. Occasionally, the book drops the quality by dipping into sales demagogic rhetoric (just ignore that), but considering the size of the covered territory, it has remarkable tempo and interestedness. I am writing this review a month after I read the book and I can say that a few ideas in the book are sticky: they stay with you for a while. That means the book is onto something.
Be A Sales PRO! Read This Book!!.......2007-09-03
Far more than others, Kevin Hogan synthesizes and makes accessible vast amounts of technical and scientific knowlege.....not for the academic, but for the average "sales guy"....those of us who are actually selling and marketing every day and need to know and use this stuff quickly . This is "our" guy. And this stuff works. Its all here. The only thing better is to see him in person! I know. I've read, I've used it, I've been successful with it. Buy this book, read it, do what it suggests, then write Kevin and tell him THANKS.
Lacking in percision.......2007-09-02
Disclaimer: I usually prefer not to speak or write negatively about a given book because I generally do not want to spend the energy required to so. In the case of Covert Persuasion I feel compelled to write a review solely on the basis that I strongly feel this book does not live up to what it purports to give or enable the reader to be able to do. The very title persuades the reader into believing that the forth coming pages contain the necessary wealth of information that will arm the reader with these mysterious and much touted psychological tactics and trick which, when applied, will transform you into a persuasion guru. I contend that this book delivers some of the goods but, falls short of what it could have been and, in the end, is just another tired attempt to market a book/idea in an already saturated and misguided niche (the art or tactics of selling). The author's fall short not because they do not provide statistical data or because they do not provide some sure fire time test listing of persuasion how-to's. Instead, they falls short because they only partially follow through on their attempt to deliver or provide the reader with a full view of any given tactic or trick they are trying to impart upon you. What the authors do is begin a section by telling you what they are attempting to do and how, by the end of this section, you will see or have defined or know how to use said tactic or trick. By section end the reader is left scratching their head wondering and waiting to be given information regarding some trick and, even more annoying, is the author's referencing tactics from a previous section. Maybe the trick or tactic is somehow imparted during the flurry of motivating stories that fill the vast majority of each section or, quite possibly, I was too ignorant to derive the assumed tactic or trick but, regardless of these points, I consistently felt as though is was missing information or that I had fallen asleep during reading and subsequently mis-read a given section and hence I was forced to go back an re-read section after section with the hope of finding all the missing information. Saying that you will defer fully explaining or revealing a trick or tactic until later and then not delivering is like bringing food to a starving person and then eating it yourself. In conclusion, this book does not live up to its title and it was not that helpful as a tool to use in any given situation, especially those where knowing how to apply manipulative subtleties to obtain a desired outcome is needed and important.
The .......2007-09-01
As a former multiple business owner for twenty years and a current business image consultant, I highly value anything written by Dr Hogan about the art of persuasion and influence. Time and again, I have been able to successfully navigate tough business negotiations using the techniques I've learned through Dr Hogan's courses and books. I now have a respectable library of Dr Hogan's material and I am more than excited to add this book to my collection. My husband is an attorney and handles billion dollar contracts and negotiations for the nuclear industry. He actually carries "Covert Persuasion" with him as a reference in his dealings. That says it all!
Anyone who cannot realize the value of the content of this book probably has little real time experience in business dealings.
Michelle Matteson, Business Image Consultant, Professional Speaker
[...].
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
New secrets to getting what you want every time
The Science of Influence shows readers how to get anyone to say "yes" in eight minutes or less. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable academically and in the real world.
Readers learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble; send unconscious nonverbal messages that are consciously undetectable; make people feel instantly comfortable in your presence; decode body language; build credibility; and be persistent without being a pain.
The Science of Influence turns the enigmatic art of influence and persuasion into a science anyone can master.
Kevin Hogan, PsyD (Eagan, MN), is a dynamic motivational speaker and expert on unconscious influence and body language for the BBC, the New York Post, and such popular magazines as Cosmopolitan and Playboy. He teaches Persuasion and Influence at the University of St. Thomas Management Center. He is the author of 12 books including bestsellers such as Irresistible Attraction: Secrets of Personal Magnetism and The Psychology of Persuasion.
Customer Reviews:
You need to look no further for sales success.......2007-09-23
Whether it's body language, alpha strategies, omega strategies, 10 laws of persuasion, building rapport, self branding, oscillation, covert hypnosis or you just want to be privy to information most other authors would and do span out over 3 or 4 books then this is an absolute must read for you.
Kevin Hogan again delivers where others leave you wanting and does so not in a way that is hard to understand or in a way that leaves you wondering whether it really does work like that but in a way that is completely and wholly backed up with real, provable scientific study and results.
I am not for one minute not to try other authors attempts but what i am saying is that you'll be very hard pushed to find a title with so much usable information in it.
Gary May
Author: SELLING: Powerful New Strategies for Sales Success
www.garymay.co.uk
A must read!.......2007-09-19
After reading Psychology of Persuasion, get this book! Kevin Hogan continues to bring new and fresh concepts to you regarding the ability to Influence people. His dedication to the field is unfounded anywhere else.
A Must Read.......2007-09-13
Kevin Hogan is clearly a leading expert on influence and persuasion. He has done it again. This book has a lot of great information in it compiled from the author's own research, various studies and papers.
The author goes into great detail of how we are all influenced daily into making decisions of "yes" or "no" and how both internal and external influences affect those decisions at the conscious and unconscious level of the brain. This is about how to create change in others and we are introduced to the Delta and Omega models of influence. From beginning to end, there are countless examples of persuasion techniques and influence strategies.
I personally like chapter 11 entitled "I'll think about it". If you are in sales and have had a customer response as such, now you will understand why they said it and learn how to influence them to "yes".
Simply, a great book!
Eliot Hoppe
Proven Laws Meet Current Research and Applications - Reader Wins!.......2007-09-13
Kevin Hogan presents persuasion, influence and decision making research, liberally sprinkled with real world examples and humor, to break down the turning a "no" into a "yes" process. The "Science" of Influence goes well beyond science to the "art" of persuasion.
The strategies in this book show how to reduce resistance, build credibility, make others more comfortable in your presence, ask the right questions and be persistent without offending the other party. Importantly, this book covers the essentials of nonverbal communication. It also addresses both internal factors (like habits, routines) and external factors (like speaker's appearance, the environment) that affect a listener.
The heart of this book outlines and applies the Ten Laws of Influence. You will want to highlight and periodically revisit these laws and applications.
This book is a must read for sales and marketing professionals and others who persuade for a living, including lawyers. With its coverage of foundational persuasion principles and its incorporation of the latest research, it has much to offer to any student of persuasion and influence. Even the experienced social scientist and persuader will find some new tips or techniques.
Mollie Marti, J.D., Ph.D.
Author, Sales: Powerful New Strategies for Sales Success
An edge on the competition.......2007-09-05
If you would like an extra edge on the competition, buy this book. I don't know all the tricks of the trade but I do want to understand the Science of Influence. After reading this book I changed several little things in my approach and the delivery of my presentation. The little things add up.
You might not know what you are doing to turn your clients against you. The Science of Influence will help you understand what you may be doing wrong. I now remove all negative influencers in all my interactions with my clients. The most powerful key in the book is learning that "no" can be turned into "yes". I know every sales trainer says that, but Kevin shows you the "how" and "why" a No can be turned into Yes. If you are in sales (and who doesn't use influence) you need all the education you can get. Kevin's book should be on your top shelf!
Book Description
Adam Kahane spent years working in the world's hotspots, and came away with a new understanding of how to resolve conflict in a way that seems reasonable - and doable - to all parties. The result is Solving Tough Problems. Written in a relaxed, persuasive style, this is not a "how-to" book with glib answers, but rather, a very personal story of the author's progress from a young "expert" convinced of the need to provide cold, "correct" answers to an effective facilitator of positive change - by learning how to create environments that enable new ideas and creative solutions to emerge. The book explores the connection between individual learning and institutional change, and how leaders can move beyond politeness and formal statements, beyond routine debate and defensiveness, toward deeper and more productive dialogue. Both tough and inspiring, the book explores models, technologies, and examples that foster and facilitate "dialogues of the heart."
Customer Reviews:
Listening and generative dialogue.......2006-08-14
Adam Kahane (2004) said that a friend of his told him that the old "1960s slogan `If you're not part of the solution, you're part of the problem' actually misses the most important about effecting change. The slogan should be, he said, `If you're not part of the problem, you can't be part of the solution.' If we cannot see how what we are doing or not doing is contributing to things being the way that they are, then logically we have no basis at all, zero leverage, for changing the ways things are--except from the outside, by persuasion or force" (pp. 83-84).
Any problem is part of a system, in other words, and if we are experiencing the problem, then we must, by definition, be a part of the problem. This book explores this concept and provides many tools and examples to help resolve conflict through deep listening and generative dialogue.
Enables deeper connections across communities.......2006-07-11
Mr. Kahane's book is the tip of the iceberg - a great start for someone looking for reflective practice that provides the skills and methods for addressing difficult challenges - individually and organizationally. The perspectives in Solving Tough Problems are from the heart, and present a valuable contribution to the growing awareness of how social technologies can provide containers for creating new realities...definitely recommended!
Jerry's review on Solving Tough Problems.......2006-03-17
At last! An easy to read book true to Bohm's vision of dialogue that will begin moving the subject from an esoteric phenomenon to a practice attainable by many. This book should not be considered as a primer on dialogue that could replace works such as "On Dialogue" or "dialogue, the art and practice of thinking together", rather it presents the author's experience in practical application of many of the concepts and principles discussed in those earlier works.
Not sure what I was expecting .......2005-12-31
I was expecting much more from this book,at times it seemed to be the author's bio instead of giving/sharing the best practices of how to go through an approach in solving difficult issues.
Building bridges.......2005-08-12
In a world beset by problems, this book offers real hope. Adam Kahane shares the techniques he has used in many of the world's trouble spots to bridge differences, establish a genuine conversation among adversaries, and create a positive future. This is not an academic book. It's based on real experience. Wherever we are called to end conflict, heal differences, and build collaboration we can learn from its lessons.
Books:
- Getting to Yes: Negotiating Agreement Without Giving In
- Going Global: The Textiles And Apparel Industry
- Good Birders Don't Wear White: 50 Tips From North America's Top Birders
- Haiti in Focus: A Guide to the People, Politics, and Culture (In Focus Guides)
- Handbook of Simulation: Principles, Methodology, Advances, Applications, and Practice
- Hardwiring Excellence: Purpose, Worthwhile Work, Making a Difference
- Harvard Business Essentials Guide to Negotiation
- High-Performance Jeep Cherokee XJ Builder's Guide 1984-2001 (S-a Design)
- History: Fiction or Science? (Chronology, No. 1)
- How Doctors Think
Books Index
Books Home
Recommended Books
- The Brand Gap: Expanded Edition
- History: Fiction or Science
- Who's Sorry Now
- A Victor, Not a Butcher: Ulysses S. Grant's Overlooked Military Genius
- Bond on Set: Filming Casino Royale
- History: Fiction or Science
- Growing Things
- The Valuation of Information Technology: A Guide for Strategy Development, Valuation, and Financial
- Asymptotic Theory for Econometricians: Revised Edition
- Dance of the Thunder Dogs
Getting Past No
Getting Ready to Negotiate (Penguin Business)
Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
