28 of 29 people found the following review helpful
Comprehensive and Practical,
This review is from: The Mind and Heart of the Negotiator (2nd Edition) (Paperback)
As a professor of Organizational Leadeship and Conflict Resolution...as well as a practicing mediator and negotiator, I found this book to be of great interest. There are many books on negotiation that either focus on the simplistic bargaining tactics or the theoretical implications of negotiation. This text skillfully integrates both of these elements providing the reader with a comprehensive viewpoint as it relates to negotiation.
Of specific assistance were the many helpful examples and tips placed throughout the book. If I had to criticize the book, I would only say that it is not a simple read per se for the beginning negotiator. That is, there are elements of logic, weighted analysis and such that the novice negotiator may get lost in. Looking past that, there are many helpful tips, tactics and theories that any negotiator could benefit from.
Now if the price could just come down a bit (I'm negotiating), then this would be a perfect book for a course on negotiation!