Customer Reviews

Get It! Street-Smart Negotiation at Work: How Emotions Get You What You Want

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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.

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.