Done Deal: Insights from Interviews with the World's Best Negotiators (Hardcover)

~ (Author), Linda Cashdan (Author)
Key Phrases: United States, Camp David, Master Negotiators (more...)

Editorial Reviews

Product Description

Negotiating is one skill you just can't succeed without-no matter where you are or what you're doing. Whether you're negotiating with your boss to get a raise or your spouse to take out the garbage, you only get what you want when you negotiate well.

In Done Deal, you'll learn the ins and outs of effective negotiation from today's top deal-makers, including:

Time-Warner Vice Chairman Kenneth Novack

Playboy Enterprises President and CEO Christie Hefner

Former U.S. Trade Representative Charlene Barshefsky

Sports agent Leigh Steinberg

Former Israeli Ambassador to the United States Zalman Shoval

White House Counsel to President Carter and President Clinton Lloyd Cutler

Drawn from the high-powered worlds of business, politics, law, and diplomacy, these twenty-five negotiators extraordinaire reveal the surprising mix of research, strategy, psychology, and gut instinct that makes the difference at the negotiating table. With Done Deal by your side, you can get what you want out of every negotiation, every time!

About the Author

Dr. Michael Benoliel is the founder of the Center for Negotiation, a consulting and training organization that specializes in conflict resolution and negotiation. He has taught at Johns Hopkins University and National-Louis University. Dr. Benoliel, who lives in Washington, D.C., has consulted on negotiation issues for clients in the United States, the Middle East, and Africa.

Linda Cashdan is a business reporter and on-air radio broadcaster for the Voice of America.

Product Details

• Hardcover: 257 pages
• Publisher: Adams Media Corporation (November 4, 2004)
• Language: English
• ISBN-10: 1593372620
• ISBN-13: 978-1593372620
• Product Dimensions: 7.4 x 5.9 x 1.2 inches
• Shipping Weight: 13.6 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon.com Sales Rank: #932,523 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

5.0 out of 5 stars Inside Smart Negotiations, December 27, 2005

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

We recommend this book to anyone who negotiates regularly and wants to get better at it. Actually, authors Michael Benoliel and Linda Cashdan have written such a clear book that just about anyone could read and enjoy it. They interviewed a host of well-known expert negotiators, such as former Israeli Prime Minister Shimon Peres, former U.S. Secretary of State James A. Baker III, U.S. Senator Bob Dole and even sports agent Jeff Moorad, for their advice and perspectives on negotiation. This is intrinsically interesting reading. Novice negotiators should take special heed since most negotiation is deeply experiential and, as the authors note, most new negotiators don't predict its outcome correctly. People tend to overestimate how good they're going to be at negotiating, and underestimate how challenging it will be. Let one deal go bad or even allow one negotiation to stall for days, and you'll be ripe for the solid advice this fine book provides. It is realistic, applicable and challenging.