453 of 480 people found the following review helpful
VERY BASIC INTRO TO NEGOTIATING,
This review is from: Getting to Yes: Negotiating Agreement Without Giving In (Paperback)
This is the first book I ever read on negotiating, and at the time I found it extremely good. However, since then, I have read both Shell's "Bargaining for Advantage" and Cialdini's "Influence", and found those two books immensely better than Getting to Yes, for a few different reasons.
Number of stories - in Getting to Yes, the authors do not offer enough stories to burn the concepts into the reader's mind. I personally think stories are the best way to communicate something like negotiating.
Actual psychological concepts explained - Getting to Yes is a summary of findings, and it never explains why certain things work. Without a deep understanding, it is not clear when the concepts work and when they don't. Especially in Influence, you really get to understand how to persuade someone by remembering the core psych concepts.
If you are just looking for a quick intro to negotiating, this is a decent book. If you would like to actually understand people and how to influence them, this is too basic.
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Initial post: Apr 14, 2008 10:17:54 PM PDT
Last edited by the author on Apr 14, 2008 10:20:42 PM PDT
Diane P. Proctor says:
Excellent advice! Although I read this book years ago, I was looking at the review of this book to remember what I had read and if I wanted to purchase it for the situation I am in today. The reviewer gave clear and concise reasons why this book is too general for him (and me) now. His reasons for not liking the book are well-thought out. He gave me enough information to remind me about the book's ideas.
Posted on Jan 4, 2012 1:25:07 PM PST
[Deleted by Amazon on Mar 23, 2013 2:53:21 AM PDT]
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