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, by Peter D. Johnston
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Product details
File Size: 2381 KB
Print Length: 288 pages
Publisher: Negotiation Press (May 7, 2012)
Publication Date: May 7, 2012
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B0081BV73E
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Amazon Best Sellers Rank:
#472,571 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
Each negotiating tactic and each example Johnston discussed triggered memories of past negotiations in my career - job offers, salary negotiations, business contracts, even past purchases and relationships - that went horribly awry and for which I felt I got the short end of the stick. And I realized as I read - and re-read - the examples Johnston provided what I might have done differently to have achieved happier outcomes.
It could be just me. I like examples of people accomplishing their goals or failing as the other guy but I want to learn about the mechanism behind it. This book doesn't talk about anything related to psychology behind the process. I don't think I found more than 10% of the contents useful.
Having been a startup entrepreneur and tried to convince large companies to invest/partner/become a customer, I can relate to many of the lessons in this book and wish I had read it then. It is somewhat repetitive and some of the examples chosen aren't quite apt, but many of the insights related to business negotiations are spot-on and useful. Not that they are easy to put in practice necessarily --- that is a different ball game. Overall a great read, definitely worth it --- it'll likely make you think, and has insights that I don't recall reading/seeing in other books on negotiation. The anecdote on the photographer and the US government was particularly well chosen.
This book changed my life. Absolutely would recommend it!
Great book, and great stories to help explain the authors points.
As described
Its a good book to be acquainted with general negotiating tactics. It is a better book to keep as reference for when you need to refresh or review before a negotiation and make sure you are going in with the best strategy for your desired outcome.
Fictional stories in tailored scenarios do not an informational book make. This book is weak on facts and heavy on suggestion
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