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Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals Hardcover


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Product Details

  • Hardcover: 208 pages
  • Publisher: Crown Business (December 26, 2006)
  • Language: English
  • ISBN-10: 0385518498
  • ISBN-13: 978-0385518499
  • Product Dimensions: 8.3 x 5.9 x 0.8 inches
  • Shipping Weight: 11.2 ounces
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (33 customer reviews)
  • Amazon Best Sellers Rank: #666,160 in Books (See Top 100 in Books)

Editorial Reviews

From Publishers Weekly

Brodow (Beating the Success Trap) covers familiar territory in this primer on common negotiations like buying a new home or asking for a raise at work. There are also plenty of lists, such as 10 traits for successful negotiation (including being a good listener and knowing when to walk away), and three rules for achieving a win-win outcome. There are no surprises: the pointers are all along the lines of "ask for a better outcome than you are willing to settle for" and "make minor concessions." But Brodow brings a straightforward delivery to his material, based on a long-running seminar he's presented to blue-chip clients like Microsoft, Starbucks and Goldman Sachs. Drawing heavily upon his own professional and personal experiences as a U.S. Marine and a professional actor, he shows how to achieve "win-win" scenarios in various settings, suggesting that such collaborations are what makes negotiation one of humanity's greatest accomplishments. Readers who aren't looking for revolutionary techniques will find that Brodow's tactics get the job done. (Dec.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

From Booklist

Negotiation is not just for lawyers anymore. In everything we do, negotiation can play a key role, and Brodow, founder of the like-titled (and trademarked) seminar, shows how being a top-notch negotiator can help in all aspects of life. He starts out by breaking down assumptions that many people have about the art of negotiating, such as that you must be a tough person to be a good negotiator or that good negotiators are, by nature, bullies. Brodow attributes his know-how to his upbringing, where he earned an "MBA: Master of Brooklyn Acumen." His tips are clearly laid out and easy to follow, emphasizing the need to look at the situation from the perspective of the opponent in order to make the best deals. Given that a negotiation is not a one-side-takes-all endeavor but rather a series of concessions until an amicable results is reached, Brodow offers sound advice for knowing how much to concede and when, and how to know when to play one's cards closer to the chest. Whether negotiating for a new job, a car purchase, or selling one's home, there's something for everyone in this practical guide. Mary Frances Wilkens
Copyright © American Library Association. All rights reserved

More About the Author

Ed Brodow is the bestselling author of Fixer, Negotiation Boot Camp, Women From Venus, and Getting a Success Change. An internationally recognized expert on the art of negotiation, Ed was dubbed "King of Negotiators" by SEC Chairman Harvey Pitt. Ed has appeared as negotiation guru on PBS, ABC National News, Fox News, Inside Edition, and Fortune Business Report. As a speaker, he has enthralled more than 1,000 audiences in Paris, Tokyo, Sao Paulo, Athens, Toronto, and New York. Ed is a veteran member of Screen Actors Guild, appearing in American and European movies with Jessica Lange, Ron Howard, and Christopher Reeve. A former Marine Corps officer, Ed graduated from Brooklyn College and lives in Monterey, California. Websites: www.brodow.com, www.fixerbook.com, www.successchange.com/.

Customer Reviews

4.8 out of 5 stars
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Ed Brodow's ideas and techniques worked for me and they will for you!
Susan RoAne
It was fun to read not just once but over and over as this is a book that you want to revisit, like an old friend.
Dan Sherman
I would recommend this book to anyone wanting to learn more about and fine-tune his or her skills in negotiation.
Jeffrey Leeper

Most Helpful Customer Reviews

13 of 13 people found the following review helpful By Roger Dawson on February 8, 2007
Format: Hardcover
I liked this book a lot. Most negotiating books are either so complicated that you'd have to be an ambassador to understand them or so aggressive in their tactics that you wouldn't want to use them. This book is a perfect balance of ethical methods that will make you a winner. Ed Brodow is a competitor of mine on the negotiating lecture circuit and he has done an excellent job of distilling his all-day boot camp into a highly readable book. From Roger Dawson, Author of "Secrets of Power Negotiation."
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6 of 6 people found the following review helpful By hawthorne wood on June 10, 2009
Format: Hardcover
I LOVE THIS BOOK! I have been trying to find a good book on negotiating for years. Women really must learn to hone their negotiating skills. As soon as I got into the book I realized that, to one degree or another, I have been negotiating for years about all kinds of things. What I needed to know was that there is almost nothing that is not up for negotiation. I started practicing and found that just about everything I thought was "writ in stone" - was not! I satisfactorily navigated several small things, like phone and credit card payments, cost of my bank checks and even a barter situation I had previously thought impossible. But today was the ultimate test: my car broke down and I was quoted a dozen repairs on it. For one thing, it turned out that it really only needed three immediately. The cost was very high. My husband walked around grumbling and ready to rip up a tree when I gave him the quote. He said, "Oh, just get it done. Call them back and agree to it." Well, I did call them back. But I told them that we only had so much money in the bank, that my husband's truck had recently been stolen (ok, so it was a year ago) and we were really hurting financially (who isn't?). They told me to hold the line and came back with a quote that was HALF the original! I felt like a hero! I went out to my husband and told him what had happened. He said, "How can that be?" I said, "Negotiation Boot Camp," that;s how!" Thank you to this wonderful author. I will use these newly-discovered skills for the rest of my life, and it just makes life more fun. I can hardly wait to negotiate the next conundrum, whether it be commercial or social. Yay!
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6 of 6 people found the following review helpful By Reg Nordman on January 2, 2008
Format: Hardcover
Wow! I have read many books on negotiation over the years. This is the one that quickly succinctly and immediately does the job.

His ten tips and the supporting examples are exactly what any salesperson absolutelt needs to know and use.

1. Develop "Negotiation Consciousness"
2. Be a good listener
3. Be prepared
4. Aim high
5. Be patient
6. Focus on satisfaction
7. Don't make the first move
8. Don't accept the first offer
9. Don't make unilateral concessions
10. Always be willing to walk away.

There is more much more in this tiny treasure. Buy it, read it regularly and do not lend it!
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6 of 6 people found the following review helpful By B. Wishner on January 5, 2007
Format: Hardcover
The best book on negotiation ever written! Most of these books are boring and trite. I read this one

yesterday and it has already made money for me in a pending business deal! Ed Brodow teaches negotiating

to the pros at Microsoft, AT&T, Starbucks, the Pentagon, etc. These people don't fool around, so you

know this is the real McCoy! His boot camp runs you through all the elements of a successful negotiation,

from creating your targets and strategies, to dealing with tough-to-handle tactics, and when to walk away.

He leaves it up to you to decide whether you want to be an adversarial or cooperative negotiator, although

he describes how the win-win approach can make your life a lot easier. He also shows how to negotiate for

personal items like your salary, department store purchases, and medical bills. Each chapter includes

plenty of real-world examples from both business world and day-to-day situations. I have to agree with former SEC Chairman Harvey Pitt: "Negotiation Boot Camp shows us how to succeed - not just in negotiations but also in life itself. This is a must-read."
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4 of 4 people found the following review helpful By Joseph P. Wilson on January 16, 2007
Format: Hardcover
As a senior executive, I have negotiated for years and I always thought I knew what I was doing. Reading Mr. Brodow's classic book, I realize that many of the things I have been doing were not only wrong, they were sabotaging my business dealings. Negotiation Boot Camp explained to me in a clear and concise way how to do it correctly. The right questions to ask. The inner game of negotiation, so to speak. Brodow is especially good in his application of his "three rules for win-win negotiating" to managing and motivating employees. The bonus is all of the non-business ideas, such as negotiating at Bloomindales and with the I.R.S.
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4 of 4 people found the following review helpful By Fredrick Berke on January 5, 2007
Format: Hardcover
I had read several negotiation books by professors at Harvard or wherever

and they put me to sleep. Here is a book that reads like a novel and comes alive with facinating stories of successful-and unsuccessful-negotiations. The author has a great sense of humor and obviously does not take himself too seriously. He gives you the impression of a close friend who is advising you on how to make deals. At the same time, this enjoyable book is loaded with useable ideas and techniques. Every page contains ways to make you more successful in all aspects of your life. Don't miss it.
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