Customer Reviews

How to Negotiate Like a Pro: 41 Rules for Resolving Disputes

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Attorney, Professor of Law, and Union Negotiator--Mary Greenwood shares a wealth of knowledge one can only acquire after years of experience. The most impressive part of this book is how she has managed to successfully convert so much information into an easy-to-understand book that anyone can use in negotiation.

Find yourself with a difficult boss, customer, neighbor, or child? This book can help readers from all walks of life, with a variety of circumstances. Negotiation, after all, is something we can use to our advantage every day.

I highly recommend it. Five Stars.

The first half of the book is broken down into short, concise rules that can be useful on their own as well as in conjunction with the others. For instance, rule number 9 is "Only negotiate with someone of authority." Though it seems obvious, sometimes we forget to simply ask for the manager instead of continuing to argue/ negotiate with someone not in a position to help us.

Another valuable tool Greenwood offers is a series of brief scripts for specific situations. When you can't picture yourself saying something, or don't know how to go about it, this book will tell you. For example, when negotiating with an unreasonable lunatic, Greenwood suggests the following words:

"I am trying to understand what you really want. You are asking me for something I cannot do.... Maybe you can make a realistic counter offer."

The book also gives situation-specific advice, such as how to effectively negotiate with a boss, an ex-spouse, a hotel, online, as well as what to do when negotiations go bad.

Greenwood draws upon her extensive experience as a mediator to come up with a clearly written, succinct set of 41 concise rules for negotiating that are applicable not only to labor issues but also useful to everyday interactions with coworkers and family. This book is readily accessible to all because it is written in standard English, not in legal jargon. As one who is not familiar with legal terminology, I found the Glossary to be especially valuable, as are the other Appendices. For each of the 41 rules, Greenwood provides a sample script that summarizes how one can deal with this point. For example, Rule 31 - "Watch the other side's body language", with the script that follows " When he does not look me in the eye, I think he is lying." Many of the 41 rules should be, but often are not, a matter of common sense in dealing with others; Rule 41 - "Do not expect thanks or gratitude when it is all over."

I have found this book to be an excellent guide for reasonable rules regarding how to interact with others, whether they are supervisors, employees, students, friends or family. I recommend it highly.

Mary Greenwood, J.D., LL.M., has written an indispensable, sensible and very knowledgeable book that everyone needs by their right hand. How to Negotiate Like a Pro contains 41 rules about how to negotiate just about anything, from face-to-face, to online, to eBay; to divorce.

I liked Rule 2: Look forward: the past is called the past for a reason. Or what about that strange Rule 3: You don't have to be Right to Settle. What? Mary Greenwood tells you how. Then there is rule 19: Never Take No for an Answer. But she cautions you to listen to the other party carefully so you can determine if their arguments might allow you to change you mind. Below each Rule's explanation, Ms. Greenwood has a little section called: Script: a small part of a script for Rule 19 is: "I understand what you are saying, but what if we did it this way?" These scripts set you right into a negotiating setting, using "I" so that you get immediately into the verbal reality of a negotiating moment.

Mary Greenwood gives you tips on How to Negotiate with Your Boss, or ex-Spouse, or how to get a good rate at a hotel. She covers an extensive list of the negotiating situations we all find ourselves in. There is an appendix of negotiation terms. Just today, after I had read a little of her book, I found myself suddenly in a situation where I had to be negotiating, and quickly. As I lost it, yelling down the phone what I wanted, I thought, "Oh, my goodness, I have to finish How to Negotiate Like a Pro!" I picked it back up and read like fury. Next time, ah, I will have all of it down pat, thanks to this very thorough book which can be used constantly as a reference as the daily world hurls us its negotiating moments.

Mary Greenwood is highly qualified to write such a book, having been a negotiator most of her professional career as an Attorney, Mediator, Human Resources Director, Union Negotiator, Arbitrator and Law School Professor. After you read this book, you will be able to negotiate "like a professional." I love that it is written by a highly qualified woman, and I recommend this book, not only for men, but for women, like me, who might take a worse offer than bargain for our rights or for a better deal. The author makes this business everybody's business and throws a lot of dignity into the mix. Don't forget to read the one about "you can negotiate with a lunatic," when she goes on to discuss doing so with your ex-spouse!

And, by the way, she has another award-winning book out called, How to Mediate Like a Pro.

Mary Greenwood has won six book awards for her book How to Negotiate Like A Pro; is a finalist in the Self-Help Category for the National Best Books 2007 Awards awarded by USABookNews. She won the 2006 DIY Book Festival Prize for Best "How To Book." She has a long list of other similar awards that are impressive, including Honorable Mention in the Self-Help Category from the London Book Festival 2007, and Runner-Up in the e-Book Category and the Self-Help Category in the New York Book Festival 2007. This book is well laid out and easy to read and would appeal to everyone because of its broad spectrum of situations where we mediate. I highly recommend it.

Mary Greenwood clearly knows much about negotiation and mediation and shares her hard won expertise in her book "How to Negotiate like a Pro". Having been a bill collector for 18 years this is something every business owner, or bill collector must learn and know. I highly recommend this book to anyone who deals with people and difficult people and anyone who wants to be succesful and make more money. Mary has 25 years or experience in negotiations and it is apparent in her easy to undertand book that gives you all the rules, examples and information you need to become a good negotiator. Mary lists each rule and offers you tips, ideas and detailed explanations on how and when to use it in your negotiations. Whether it is with an employee, a customer or a client, you will find this book can help you resolve any dispute that comes your way and you will come out on top. I am going to offer this as a companion book to anyone who buys my book Second Edition Starting a Collection Agency, How to make money collecting money since negotiations is a big part of being a bill collector. I highly recommend this little book that can make or break your success

Mary Greenwood's book, How to Negotiate Like a Pro is excellent and has helped me plan in advance for every business deal and encounter for which I have a desired outcome. After reading Mary's book, I've learned how important it is to stay focused on my goal and not let emotions or the other party's reaction take me off track. The author includes scripts in each chapter that allow the reader to create a foolproof starting point for nearly any situation where negotiation is necessary. She also provides methods that can be used to frame any situation, as well as a helpful glossary that defines words that a lay person may not be familiar with. I find myself referring to this book on a regular basis.

Negotiating is something we all do in our life, whether on a legal level, management level or personal level. While Mary Greenwood's book may be small in size it is big on advice. A set of concise and well written rules it offers a roadmap for the successful outcome of any negotiation.

Navin Ramani

Mary Greenwood provides an essential tool to anyone with questions about negotiating disputes, whether they be big or small. It is clear, concise and excellent advice from a professional.

The book was written in a very clear, concise and easy to understand style. The many practical suggestions in the list of effective techniques (41 guidelines) provide helpful details on negotiations. There is a thorough explanation of the vocabulary used in negotiating as well as scripts for ways of expressing one's point of view effectively during the process.

Mary's background in the fields of labor, law and negotiations provide an excellent resource on how to negotiate effectively. Techniques essential for negotiating in a formal setting such as labor contracts or for settling labor or other disputes are outlined while practical experiences are related to help the reader apply the techniques.

There are suggestions on dealing effectively with telephone, online and eBay negotiations. Practical guidelines on how to negotiate with an ex-spouse, boss, or hotel management are also included. Applause for an excellent resource.

"NSalazar, Winston-Salem, NC, Paralegal
I have tried out some of these techniques at home and with my attorneys at work. These strategies really work! It was easy since I used some of the scripts right from the book. I recommend this to anyone who has ever had a dispute. This book will help you resolve them."

I'm a Coach from Rhode Island and found the book full of simple, down to earth ways to not only resolve a dispute, but to negotiate what you want! I have already made my money back by using the suggestion "If you don't ask, you don't get" while making my latest hotel reservation!