Top critical review
32 people found this helpful
About bargaining, not about negotiation
on January 10, 2012
Look this book deserves only 1 star.
1)From the 18 reviewers, 11 reviewers wrote only 1 single review EVER.
2)All reviewers wrote their review in the Jan 6 - Jan 13, 2011 period.
3)All reviewers surprisingly give 5 stars for this book.
It is a marketing stunt I haven't seen yet here on Amazon review.
Regarding the book itself:
This book is actually not about negotiation at all, but about bargaining only. If the sub-title was `become a top specialist in bargaining' then this book would make more sense.
From a negotiation point of view (at least when following the Harvard PON school of thought so to speak) this book is about winning at all cost. The other party does not matter here. The win-win aspect of negotiation (as brought forward early '80) is now 30 years later completely ignored.
So get real, this book is far removed from any element of negotiation.
The only positive point I can see in this book is that it covers 50 possible questions you might get from hard bargainers or negotiators that go evil (and therefore give good reason to walk away from the negotiation table). Each question gets actually well worked out including a `lesson' at the end and hints on how to respond when asked such or such question. So if interested in becoming better in bargaining, go for it.
On the other hand, if seriously interested in negotiation I would suggest books like Beyond winning (no pun intended), Getting to Yes, Getting past No, Negotiation Genius, 3D Negotiation, Hostage at the table, Beyond reason, or any negotiation course at Harvard Law School - the Program on Negotiation (PON).
Sadly, this book is teaching you a very one-dimensional attempt on negotiation.