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Gain the Edge!: Negotiating to Get What You Want Hardcover – May 10, 2004

4.8 out of 5 stars 17 customer reviews

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Editorial Reviews

Review

"Few seize the brass ring in business or in life without topnotch negotiation skills. Martin Latz's Gain the Edge! will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."
--Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

"Martin Latz’s Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns

"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In Gain the Edge! Martin Latz has condensed his enormous font of negotiating wisdom into a book that's accessible, readable, and eminently usable in politics, business, and everyday life."
--U.S. Senator Russ Feingold

"Martin Latz knows how to negotiate, and in Gain the Edge! we're fortunate enough to share in his strategies, tips, and tricks of the trade. This book will help readers gain the edge in their business and personal negotiations."
--John Podesta, former White House chief of staff

"Gain the Edge! is a winning book, providing practical and straightforward negotiating advice and tips in a very nice, easy-to-read style. Everyone in business will immediately benefit from reading this book. It's so good, I'm buying copies for my entire management team."
-Richard L. Boals, president and CEO of Blue Cross/Blue Shield of Arizona

"Resolving differences effectively--whether in business, government, school, or at home--requires negotiating skills that Martin Latz understands well, teaches skillfully, and brings to life in Gain the Edge! Here is a book of practical use and fascinating insight for everyone. After all, we are never far away from our next negotiation."
--Howard Paster, former chairman and CEO of Hill & Knowlton, Inc.

"Whether you are a confident negotiator or one who is apprehensive of the process, you will learn much from this book. Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results each time you negotiate."
--Frank Sander, Bussey Professor of Law at Harvard Law School

"Martin Latz has written an engaging and valuable treatise on the art and science of successful negotiation. By using case studies and every day examples to illustrate his "Five Golden Rules of Negotiation," Martin has produced a readable and ready-access guide to negotiation strategy. And, with the myriad of checklists he provides, Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyer or layperson."
--Michael H. Ginsberg, Firm Training Partner, Jones Day (the world's second-largest law firm)


If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed (Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns)

Review

"Few seize the brass ring in business or in life without topnotch negotiation skills. Martin Latz's Gain the Edge! will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."
--Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

"Martin Latz’s Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns

"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In Gain the Edge! Martin Latz has condensed his enormous font of negotiating wisdom into a book that's accessible, readable, and eminently usable in politics, business, and everyday life."
--U.S. Senator Russ Feingold

"Martin Latz knows how to negotiate, and in Gain the Edge! we're fortunate enough to share in his strategies, tips, and tricks of the trade. This book will help readers gain the edge in their business and personal negotiations."
--John Podesta, former White House chief of staff

"Gain the Edge! is a winning book, providing practical and straightforward negotiating advice and tips in a very nice, easy-to-read style. Everyone in business will immediately benefit from reading this book. It's so good, I'm buying copies for my entire management team."
-Richard L. Boals, president and CEO of Blue Cross/Blue Shield of Arizona

"Resolving differences effectively--whether in business, government, school, or at home--requires negotiating skills that Martin Latz understands well, teaches skillfully, and brings to life in Gain the Edge! Here is a book of practical use and fascinating insight for everyone. After all, we are never far away from our next negotiation."
--Howard Paster, former chairman and CEO of Hill & Knowlton, Inc.

"Whether you are a confident negotiator or one who is apprehensive of the process, you will learn much from this book. Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results each time you negotiate."
--Frank Sander, Bussey Professor of Law at Harvard Law School

"Martin Latz has written an engaging and valuable treatise on the art and science of successful negotiation. By using case studies and every day examples to illustrate his "Five Golden Rules of Negotiation," Martin has produced a readable and ready-access guide to negotiation strategy. And, with the myriad of checklists he provides, Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyer or layperson."
--Michael H. Ginsberg, Firm Training Partner, Jones Day (the world's second-largest law firm)
--This text refers to an out of print or unavailable edition of this title.
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Product Details

  • Hardcover: 384 pages
  • Publisher: St. Martin's Press; First Edition edition (May 10, 2004)
  • Language: English
  • ISBN-10: 031232281X
  • ISBN-13: 978-0312322816
  • Product Dimensions: 6.4 x 1.3 x 9.6 inches
  • Shipping Weight: 1.5 pounds
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon Best Sellers Rank: #665,777 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover
I'm one of those "negotiate by the seat of my pants" people, and that's probably the reason I haven't always done well in the past. Like many people, I've concentrated on leverage and the offer/concession process, both of which I understood pretty well. But now I understand them even better.
For instance, several years ago when I bought my present car, I went to the dealership late in the evening, pretty much ensuring I wouldn't close a deal the same day. That forced the salesman to have to call me for a follow-up and by that time, my excitement about the car of my choice was in check, and I sensed that he really wanted to sell me the car, even more than I wanted to buy it.
But "Gain the Edge!" suggests researching not just what various dealerships are asking for the same car, but finding out what they paid the manufacturer, what their markup is, and how much room they have to "move" on price. And then it suggests doing most of the negotiating over the phone, so you're less likely to feel pressured. It's a lot easier to hang up than to walk away from a determined salesman.
The salesman I dealt with actually called me back three times during the next few days, and each time I did my best to lower the price. But again I made a strategic error. I wasn't patient enough (summer was here and the A/C in my old car had died). I decided to "cut to the chase." I told him the absolute highest amount I could afford for a monthly payment. I now know that that's absolutely crucial STRATEGIC information. It's a mistake I won't make again!
I bought "Gain the Edge!" because I'm going to want to trade in my old car soon. I'm going to do more research this time.
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Format: Hardcover Verified Purchase
I bought this book because it was required reading for one of my MBA classes. The book was very useful and included many examples. Along with regular historical textbook cases, it also included a few pop culture examples from movies. As a nitpick, I am rating 4 stars instead of 5 due to its slightly dated references (e.g. Jerry Maguire, etc.). Nevertheless, for anyone who has not performed serious negotiation for business or work reasons, this would be a great reference source.
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Format: Hardcover
I enjoyed this book on three levels:
(1) It presents five guiding principles ("Golden Rules") that seem useful for conducting negotiations, and tells how to adapt them to your own personality;
(2) It offers specific strategies for four types of negotiations; and
(3) It has many examples of negotiating strategies and advice by well-known individuals.
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Format: Kindle Edition Verified Purchase
Short and simple review:

The Good:
The book is excellently organized and the material at the end of the chapter is a paragon of summation.

The Bad:
However, in the Kindle version the end notes and index are not hyperlinked because there are no page numbers. As a result, both are still useful, but the Kindle version falls short of expectation on these two sections. In other Kindle books, I find hyperlinking to the appropriate location (even when page numbers are not included) is a good practice.

That being said, the rest of the content is excellent. Perhaps the publisher will one day update the book to really realize the potential that the electronic format has. On this I can't really blame the author.

Final Words:
I like to think the value of a book is in whether or not you would recommend it to a friend. And for Gain the Edge! I definitely recommend it.
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By A Customer on May 8, 2004
Format: Hardcover
First off, I believe it must be stated that I have not finished this book. In fact, I have only just begun. I am at page 100 or so.
Wandering around the bookstore with a general subject in mind (communication), I was drawn to this book. As I began reading it, every issue discussed seems to be concise, however, it does not lack the details needed to fully understand the concepts. The book has a flow to it that keeps the reader interested. The author also includes case studies to back up his information as well as increase understanding. As I progress though the book, I often find myself thinking of personal situations where I could apply the concepts covered. It has also made me aware of the advantages of being prepared in every aspect, including mapping out alternate directions that the negotiation could go and managing those situations to fit your schedule.
If the subject is of interest to you, I am fully confident that you would be very happy with your purchase. I have not read any other books dedicated to negotiation so I am speaking mainly to the beginners. I do not feel that I have enough knowledge in this very in-depth subject to speak to those who have more experience than I.
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Format: Hardcover
I completed a significant negotiation right before I read Gain the Edge, and found myself wishing I could have read the book beforehand. The practical advice on preparation and planning is invaluable. At the same time, the book also includes tips for the several negotiation opportunities that come up quickly every day. I have already recommended to my business partner and several colleagues.
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