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Seven Strategies of Master Negotiators

3.7 out of 5 stars 3 customer reviews
ISBN-13: 978-0070898875
ISBN-10: 0070898871
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Product Details

  • Paperback
  • Publisher: Mcgraw-Hill (Tx) (June 2002)
  • Language: English
  • ISBN-10: 0070898871
  • ISBN-13: 978-0070898875
  • Product Dimensions: 8.9 x 6 x 0.7 inches
  • Shipping Weight: 14.4 ounces
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Best Sellers Rank: #5,283,416 in Books (See Top 100 in Books)

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Top Customer Reviews

Finally - a roadmap of negotiating that reveals the techniques used by real world negotiators! This doesn't contain the pie-in-the-sky theories I've read in so many other books. Instead, McRae focuses on practical strategies that have proven results. Well worth the read!
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McRae's book is clearly organized and does an outstanding job of achieving its objectives. (Oh, and it's easy and fun to read, too.) It focuses on why and how to develop a strong behavioral skill set that will naturally produce outstanding results for you. Its emphasis on organization, process, and behavior is reinforced by the exercises, worksheets, and examples throughout the book help the reader easily apply the material.

Brad systematically introduces and thoroughly covers the seven strategies:

1. Build the Future with Creative Solutions
2. Come to the Table Incredibly Well-Prepared
3. Create and Claim Maximum Value
4. Understand Negotiating Styles
5. Master the Negotiation Process
6. Build Strategic Alliances
7. Become a Life-Long Learner

The "Seven Steps to Create and Claim Maximum Value" (pp. 82-105) and the "Twelve Guidelines to Improve the Negotiation Process" (pp. 151-168) are just two examples of the concrete, detailed instruction found in this book.

Six diverse case studies, introduced throughout the book, provide vivid examples of how these action tools apply to a wide array of situations and, thus, how this book is valuable for so many different people. Brad offers this idea in the introduction, when he explains how this material is so relevant to parenting.

So, even if you're a stay-at-home mom or dad who never sets foot in the "business world," you'll benefit greatly from this book!
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By A Customer on January 29, 2003
The author suggests that he has been able to condense the complex realm of misaligned interests and negotiations into 7 essential negotiation strategies to succeed (whatever that means). These are taken from what he identifies as 21 Master Negotiators. Aside from a faulty methodolgy (he bases his findings on interviews instead of actual observation of behavior), the Strategies state the obvious and don't really add value for the reader. The examples given by the author to illustrate/validate the proposed strategies are poor and poorly presented.
The book is naive and has no depth. The author uses the word INCREDIBLE more often than should be legally permitted and quotes himself in the book - always a sign that research has been light. For a value added book on negotiation, please look elsewhere.
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