Cuts through traditional, logic-oriented negotiation strategy to uncover the street-smart basic: emotions drive decision making and can be harnessed for successful negotiation.
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Editorial Reviews
Review
A winner, offering insights and tactics for successful business negotiation. -- The Bookwatch, July 2005
New way to see ourselves and our place in the business world. Worthy successor to Fisher & Ury's blockbuster bestseller. -- Los Angeles Bay News Observer, March 31, 2005
This book is filled with everyday wisdom for readers of every stripe, but especially for negotiators and ADR practitioners. -- Dispute Resolution Journal, Nov. 2005-Jan. 2006
This is a where-the-rubber-meets-the-road look at negotiating. -- Chicago Tribune, April 24, 2005
New way to see ourselves and our place in the business world. Worthy successor to Fisher & Ury's blockbuster bestseller. -- Los Angeles Bay News Observer, March 31, 2005
This book is filled with everyday wisdom for readers of every stripe, but especially for negotiators and ADR practitioners. -- Dispute Resolution Journal, Nov. 2005-Jan. 2006
This is a where-the-rubber-meets-the-road look at negotiating. -- Chicago Tribune, April 24, 2005
From the Publisher
In the workplace, we spend the majority of our time in formal or informal negotiation--trying to persuade our customers, managers, peers, or employees to give us what we want. But despite its importance and the huge time investment it demands, most of us never learn what actually makes negotiation successful. Traditional strategies focus on logic, rational analysis, and game theory, minimizing the emotional aspects of negotiated interactions. Now Lacey Smith takes a fresh perspective. Emotions, he argues, can be harnessed to enable successful negotiation--and the results are always better for both parties.
GET IT! STREET-SMART NEGOTIATION AT WORK examines the emotions that are part of all decision making, emphasizing the importance of recognizing real motivations behind stated positions. This requires a combination of skills--asking the right questions, building a rapport with the other party, and understanding their true interests, as well as your own. These are the skills of street-smart negotiators, those who can build deals and resolve issues in ways that often seem to defy logic.
Drawing on years of negotiating in business, politics, and law, Smith distills 65 "Lessons from the Street" that make the process work. Eye-opening examples, called "Street-Smart Realities," drive these lessons memorably home. Using the techniques Smith outlines, you will maximize what you--and the other party--take away from the table. You will come to enjoy and be more productive at what you spend so much time doing at work. With this book's emotional insights and street-smart advice, you can GET IT!
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Highly Recommended!,
This review is from: Get It! Street-Smart Negotiation at Work: How Emotions Get You What You Want (Paperback)
Author Lacey T. Smith is extremely down to earth. He presents his suggestions for how to recognize the emotional components of negotiations in clear and fairly basic English. He illustrates each suggestion with one or more stories and then distills the suggestions into brief, pointed lessons. Because of its clarity, we recommend this book to all levels of readers who will be engaging in negotiation. You will find something you can use. However, some of Smith's techniques can be applied only over the course of time, such as allotting time to videotape practice negotiations and to analyze the level of rapport you manage to establish. Other suggestions are extremely challenging, such as committing oneself consciously to developing and practicing empathy. Therefore, while the book can be read profitably by anyone - and enjoyably, given Smith's folksy honesty - unless you are a committed, experienced negotiator, you may not be interested in all of Smith's lessons or even able to apply them.
4 of 6 people found the following review helpful:
5.0 out of 5 stars
An excellent self-help and human interaction guide,
By Midwest Book Review (Oregon, WI USA) - See all my reviews
This review is from: Get It! Street-Smart Negotiation at Work: How Emotions Get You What You Want (Paperback)
Negotiator, entrepreneur and attorney Lacey T. Smith presents Get It! Street-Smart Negotiation At Work, a no-nonsense guide to the art of the deal. Chapters discuss the visceral powers of emotions, and how to recognize and incorporate them into one's strategy; the importance of being completely honest with oneself; proper preparations before one approaches the negotiating table, and how to cultivate three skills to improve one's odds - empathy, rapport, and the ability to build upon differences between parties. Written in plain terms, Get It! Street-Smart Negotiation At Work emphasizes "street-smart reality" in is tips, grounded in practical experience of simply working with complex human beings. An excellent self-help and human interaction guide, Get It! Street-Smart Negotiation At Work is intended especially for business negotiation but also highly recommended for its tips on navigating all varied and negotiated walks of life.
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