On Negotiating [Paperback]

Mark H. McCormack (Author)

Book Description

Publication Date: May 1997

Written in a bold, instructive voice by a business pioneer whose sometimes unorthodox views and methods have proven successful in the marketplace, this innovative book is filled with personal and professional anecdotes and examples.

Editorial Reviews

From AudioFile

A pioneer in the sports marketing industry offers a consummate guide to negotiating like a champ in any business situation. McCormack is one of the most plain-speaking and credible business teachers we have, and he comes across especially well in this relaxed studio recording. Though the principles here are powerful, he's a humble teacher for someone at his level. His delivery is so understated that listeners discover the value of his ideas naturally rather than having to work around an overzealous sales pitch. He's an icon in his industry who truly understands how people in a business context reach agreements. A classic lesson and a worthy addition to any manager's personal audio library. T.W. © AudioFile 2003, Portland, Maine-- Copyright © AudioFile, Portland, Maine --This text refers to the Audio Cassette edition.

Product Details

• Paperback
• Publisher: Newstar Pr (May 1997)
• Language: English
• ISBN-10: 0787112747
• ISBN-13: 978-0787112745
• Product Dimensions: 8.9 x 5.9 x 0.7 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 4.4 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #1,896,471 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

3.0 out of 5 stars Informative, helpful, not elementary, October 26, 1999

By 

The Uncle "Cisco student" (Park Ridge, IL) - See all my reviews

This review is from: On Negotiating (Hardcover)

I enjoy reading Mark McCormack's books. On Negotiating was enjoyable, and provided some helpful things for me to think about and put into practice. However, if you were to buy only one book on the subject of negotiation, this would NOT be the first book to buy. Fisher, Ury and Patton's "Getting to Yes", or Cohen's "You can negotiate anything" are better books to begin with. Either of these books treat the reader more as a beginner and provide a more fundamental discussion than Mark McCormack's book.

7 of 8 people found the following review helpful:

4.0 out of 5 stars Street Smart solutions on Negotiating, January 4, 2000

By A Customer

This review is from: On Negotiating (Hardcover)

Mr. McCormack is as experienced as they come.

The book (like his others) is easy to read and full of gems.

However, He is much more capable in Sales and Management. Delightful book nonetheless.

I also recommend; You Can Negotiate Anything by Herb Cohen.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Unusual and peronal insights into negotiating, November 22, 1999

By 

A. Kallmeyer "Heilpraktiker" (Hannover) - See all my reviews
(REAL NAME)   

This review is from: On Negotiating (Hardcover)

I already have read one of his older books what they don't teach you.... I liked that book and it's the same with 'on negotiating'. Mr. McCormack offers unique insights into the negotiating process though on a very personal and unuasal way. In order to get new ideas, to analyse a situation I am in as a negotiator I find his book really helpful. It's more much more interesting than the usual 'sales books' I've read before. And by the way I like to learn from the experiences of other people.