This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
Getting Ready to Negotiate (Penguin Business)
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More About the Author
Roger Fisher teaches negotiation at Harvard Law School. He frequently appears on television as a negotiations expert and is the director of the Harvard Negotiation Project.
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Most Helpful Customer Reviews
7 of 8 people found the following review helpful:
4.0 out of 5 stars
Nothing new from the book, but a helpful tool with high ROI,
By
This review is from: Getting Ready to Negotiate (Penguin Business) (Paperback)
Getting to Yes is an excellent book on negotiating, one that can be applied to almost any situation. For example, I've used the principles from the book in negotiations for:
- purchasing homes - new jobs/salary/compensation - purchasing enterprise software & business services - purchasing media - team/project situations - etc. While the workbook doesn't provide any new material, it does provide a helpful format for negotiation preparation. On any of the negotiations I listed above the book and workbook and have paid for themselves many times over. Is it fantastic reading? No. Is it worth it's weight in gold/platinum/diamonds? Absolutely.
36 of 51 people found the following review helpful:
2.0 out of 5 stars
A dozen of checklists blown up to make a book,
By Igor Popovic (Perth, WA, Australia) - See all my reviews
This review is from: Getting Ready to Negotiate (Penguin Business) (Paperback)
If you like filling lists and pro-forma negotiating "tools" go ahead, plenty of scope for a stiff wrist here, but if you are looking for a book that will really prepare you for a negotiation, forget it. The problem with books on negotiation is that most are either desriptions of the deals the author(s) clinched (self-aggrandizing), where a common fallacy is made ("It worked for me, therefore it will work for you") or soooo boring and uninspiring, that you would rather read a bus timetable to get some inspiration and motivation (without which you will not be a good negotiator, despite hundreds of check-lists you may make). This work fits into the second category. I suspect,as with most "workbooks" and sequels to relatively successful first works (such as "Getting to Yes"), that these quick follow-ups are mostly an attempt to capitalize and piggy-back on the previous work and "strike while the iron is hot" by regurgitating the same idea over and over. Read it (pardon, fill it in) if you have nothing better to do.
2 of 2 people found the following review helpful:
5.0 out of 5 stars
Provides Process, Framework, and Structure,
By Sandy Scott "blissfulthinking" (Toronto, ON) - See all my reviews
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This review is from: Getting Ready to Negotiate (Penguin Business) (Paperback)
Books like "Getting to Yes", the book on which this workbook is based, are great from a theoretical perspective, but they often leave a little to be desired when it comes to actually executing on the ideas and concepts they recommend. Unfortunately, many of them don't ever create a workbook like this that provides a process, framework, and structure to implement their ideas. "Getting Ready to Negotiate" is a great example of exactly what this kind of book has to do. I purchased the book for a particular negotiation I was preparing for and it was incredibly helpful. This, by the way, after having taken a lengthy negotiation course at business school. The way the book allowed me to structure my thoughts, evaluate the other side's perspectives, and as a result engage with them more effectively, allowed me to execute the negotiation patiently and effectively without offending the other side, nor losing any ground of my own. In the end, my negotiation led not only to better resolution, but helped the other side adjust their own policies which after my negotiation, they realized could be improved. Great book - if you buy it for just one interaction, it will be worthwhile.
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Inside This Book
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First Sentence:
Why a workbook to help people prepare for a negotiation? Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
information that the agreement, specific substantive question, influencing their perception, list your assumptions, agreeable answer, following few points, question your assumptions, list possible ways, substantive concessions, assistant store manager, persuasive processes, more important interests, joint recommendation, upcoming negotiation, union team Key Phrases - Capitalized Phrases (CAPs): (learn more)
Assembly Workers, Wholesale Foods, Create Options, Meet Interests, Clarify the Interests, Estimate Their, Explain Their Decision, Find Ways, Identify the Issues, Maximize Joint Gains, Offer Them, Plan the Steps, Separate People Issues, Think of My Alternatives, Use External Standards New!
Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
Why a workbook to help people prepare for a negotiation? Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
information that the agreement, specific substantive question, influencing their perception, list your assumptions, agreeable answer, following few points, question your assumptions, list possible ways, substantive concessions, assistant store manager, persuasive processes, more important interests, joint recommendation, upcoming negotiation, union team Key Phrases - Capitalized Phrases (CAPs): (learn more)
Assembly Workers, Wholesale Foods, Create Options, Meet Interests, Clarify the Interests, Estimate Their, Explain Their Decision, Find Ways, Identify the Issues, Maximize Joint Gains, Offer Them, Plan the Steps, Separate People Issues, Think of My Alternatives, Use External Standards New!
Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
Citations (learn more)
This book cites 2
books:
18
books
cite this book:
See all 18 books citing this book
- Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher in Front Matter, and Back Matter
- Getting to Yes by Roger Fisher in Back Matter
- Keep or Sell Your Business: How to Make the Decision Every Private Company Faces by Mike Cohn on 4 pages
- Alternative Dispute Resolution for Organizations: How to Design a System for Effective Conflict Resolution by Allan J. Stitt on page 92, and Back Matter
- The Portable MBA in Management, Second Edition by Allan R. Cohen on page 207, and page 209
- Profit Signals: How Evidence Based Decisions Power Six Sigma Breakthroughs by M. Daniel Sloan in Back Matter
- Mediation: A Practical Guide by Alan Stitt in Back Matter
See all 18 books citing this book
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