Customer Reviews

Essentials of Negotiation

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1 star:		(2)

 

 

"Essentials of Negotiation" is the popular market version of "Negotiation," which is a texbook. This one is more of a handbook for actual negotiators. The advantages of "Essentials" is that it is streamlined (making it a better intro for beginners or refresher for experienced negotiators) and less expensive. It still includes all the major topics you want to see: distributive bargaining, integrative bargaining, psychology of negotiations (including some communications tactics), ethics, and some int'l stuff. It also has a good index, making it a nice reference tool.

While it has lots of stories and examples to help readers remember concepts, my favorite feature of this book is that the author doesn't talk down to his audience. Lewicki uses technical jargon when it is appropriate (he also explains it). That precision has value, in my opinion. People who are completely new to a study of negotiation might prefer "Getting Past No" by Ury, which is also very good but perhaps more accessible. Those with some, even minimal, experience would be well-served by this book.

Good luck!

I have done my doctoral dissertation in negotiation and have read hundred of books and articles in this subject. "Essential of Negotiation" is the best general book dealing with negotiation. Great coverage of the subject. No doubt it is a great investment for practitioners and academics. You will not regret!

Do you ever check a course syllabus and think, "I have to read three chapters of the text for next class!?!" No worries here. This textbook is not only worth reading, you'll actually look forward to each chapter. btw, if "Getting to Yes" isn't required, read it before your negotiations class starts. Many texts and articles published since GTY was written tip their hats before proceeding.

I find this book to be poorly organized and a tough read. The content is good but the editing, layout and readability are very poor. The authors also use needless terms and vocabulary which are not commonplace to anyone who has not read the text. I suppose if you are highly academic, you might appreciate this book, but if you want a book to provide you with the "essentials of negotiation", as the title states, then I think this book misses the mark entirely.
I suspect the book is a version of the authors' class notes. It also states the obvious - "studies have shown that expert negotiators do better in negotiations than amateurs" REALLY? that's amazing... If you're not reading this book for a class I would recommend looking elsewhere.

I have to read this book for my class and even though it is fairly good and easy to read, it is irritating that it has no page numbers. I wish I would of known this before I bought it. I would have gotten the hard copy. I can't follow along with the professor. Very disappointing.

Purchased this book as a requirement for a master's level course. I was well written and served its purpose. I still have this book as a reference in my office.

Book arrived on time and in good shape. I would use this vendor again. The price was very good too.

I enjoyed this book. Not only was it small it was packed with information but did not overload you. I think it states the best point and has many relevant examples. This is definitely a textbook that I will keep. :)

This is the starting point for digging into the study of Negotiations. While other books dissect tactics this one provides the frameworks for negotiation. Next augment this book with "Secrets of Power Negotiation". One of the authors is the Dean of Business, Queens University. I read this for my EMBA studies cover to cover.

It didn't mention that it was an international version. Or if it did, I missed it. But the book is what I needed.