Customer Reviews

Negotiation

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In my work as an attorney and mediator, and as a lecturer in negotiation and negotiation competition coach, I have read all of the "great" negotiation books written since "Getting to Yes". This 5th edition of "Negotiation" is head and shoulders above the rest of the crowd in a very crowded field.

The book is well-organized and well-researched, with and exellent bibliography and index. Of probably the greatest interest to most readers is Part 1, consisting of separate paragraphs treating in depth the nature of negotiation, the strategy and tactics of distributive bargaining, the strategy and tactics of integrative bargaining and negotiation strategy and planning. By looking at distributive and integrative bargaining as separate processes with their own goals and preparations, the authors have given us a useful diagnostic tool in appraching a negotiation situation.

I also appreciated the excellent treatment given to negotiation subprocesses and contexts and insights into rezolving the inevitable differences that arise in a negotiation.

Even though it is only 526 pages, this is a negotiation tome. I have read the entire book and re-read many portions. There is so much interesting and useful information that unless the book is read deliberately and without undue delay it will be easy to forget most of what is covered. For a refresher, the reader should consider "Essentials of Negotiation" by the same authors.

Currently taking a Negotiation course at Northwestern U. in Chicago. This book was the required text and a favorite of the professor. It covers more ground than most, giving a comprehensive look at the process of negotiation. It teaches you the importance of preparation and how to go about it. It covers negotiation strategies and what you need to consider when developing yours. Lastly, it covers the different problems that can arise with people and situations and how to best handle those.

Overall, a good book for someone wishing to learn more about negotiation and bargaining.

This is by far the finest and most well-organized of all the Negotiations books I've seen over the past 5 years. I teach Negotiations at a graduate business school, and my students have consistently raved about how well the book mirrors real life for them in their companies - and how accurate the cases are.
When I use the cases for teaching, the dynamics bring out major teaching points, and (here's that word again) consistently provide additional discussion among them ... as well as put them in artificial situations that elicit genuine emotions - making the negotiations "real-world".
I hope the author (Lewicki) continues with future editions. His book makes my job easier, and helps educate the students with narrative and cases far better.
It's NOT just for teaching ... others have read it as "just" a book talking about Negotiations ... and they enjoy it as much as I do.
I have recommended him (and this book) to anyone who's asked.
John Baxter, Adjunct Professor of Management
Aquinas College,
Grand Rapids, Michigan
written August 2007

Lewicki organizes comprehensive research results across a variety of simulations and real world situations and describes increasingly complex scenarios. He describes distributive and integrative approaches and how they are related, logrolling, preparation, BATNA, power dynamics, ethics, relationships, agents, constituencies, audiences; shares research results on how gender, personality traits, international cultures shape negotiation; how to handle impasses and various ways in which a third party could get involved in negotiations. The treatment was dry / academic in a few places.

Very excited to own this book! Does a very thorough job of walking the reader through the ins-and-outs of basic negotiation situations. A wonderful read for students, professionals or any adults that aim to recognize negotiation situations, prepare for them in order to gain an advantage, and maintain a strong position once they are involved in a negotiation. Great Price! Great Value!

This was required reading for a course at university of phoenix. very detailed information about negotiation and conflicts.

The book was as explained and delivery was not that delayed. Over all quality is acceptable.

I appreciated your quick service, and your kind consideration of the distance. The book was in marvelous shape. I sure recommend your service.