- Paperback: 292 pages
- Publisher: Wiley; 1 edition (March 30, 1999)
- Language: English
- ISBN-10: 0471330213
- ISBN-13: 978-0471330219
- Product Dimensions: 6.1 x 0.7 x 9.2 inches
- Shipping Weight: 14.9 ounces (View shipping rates and policies)
- Average Customer Review: 10 customer reviews
- Amazon Best Sellers Rank: #638,849 in Books (See Top 100 in Books)
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Guerrilla Negotiating: Unconventional Weapons and Tactics to Get What You Want (Guerrilla Marketing Series) 1st Edition
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From the Back Cover
"To gain 1,000 ideas all at once and gain all the advantages, readthis brilliant, illuminating book." -Mark Victor Hansen, coauthor,Chicken Soup for the Soul.
"The Guerrilla Group has done it again. Sit down at the feet of themasters and learn how to negotiate right. And while you're at it,pray that your competition doesn't read this book." -Guy Kawasaki,author, Rules for Revolutionaries, and CEO, garage.com.
"The 'Guerrilla' approach to business and life has become aclassic. I've learned from the entire series . . . but this one isthe best! 'Negotiating' gives you the specifics for gaining a fairadvantage. I love it."-Jim Cathcart, author, The AcornPrinciple.
GUERRILLA SELLING is a registered trademark of The Guerrilla Group,Inc.
About the Author
JAY CONRAD LEVINSON is the author of the bestselling GuerrillaMarketing Series.
MARK S. A. SMITH, an internationally acclaimed speaker and writeron business, has over 300 articles published and is past presidentof the Colorado Speakers Association.
ORVEL RAY WILSON, CSP, is an internationally acclaimed author andspeaker on sales, marketing, and management. Coauthor of GuerrillaSelling: Unconventional Weapons and Tactics for Increasing YourSales, he is President of The Guerrilla Group, Inc., aninternational training and consulting firm serving clients largeand small.
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Authors Levinson, Smith and Wilson have been working together for some time now promoting the "Guerrilla" books, seminars, tapes, etc. and have been quite successful, commercially. Although this is my first "Guerilla" book, I know of their successes and common acceptance within many business circles. However, I don't judge a book or theory based on the opinions of others so, of course, I had to buy this book to determine if it had the content described in the hype.
The easy answer is that yes, indeed, this book contains the basics of negotiation theory and time-tested schemes and strategies. The problem I had with GUERRILLA NEGOTIATING was its complete lack of fluidity and cogence. Its almost as though the authors "bulleted" the book and a ghost writer took their words verbatim without the benefit of explanatory offsets. This book does very little to describe complex situations with offered solutions and options. Remember, when reading a non-fiction book AND if one is a serious reader of non-fiction, the reader will be looking for that ONE gem within the book to add to his/her repretoire. This book is basic in nature and lacked the ability to truly explain the negotiating process. Without an explanation of the framework and processes, a new negotiatior will be totally lost. And, if one is attempting to put to work the Guerrilla tactics, they will most likely present their case in a staggered, illogical, and perhaps, unprofessional manner as the authors failed to bring together the process of "beginning-to-end." This is my main gripe about the book.
To say that the book is not "Guerrilla" in nature would be a dramatic misstatement. The authors present a variety of tactics to move negotiations along including, well, a water gun. Yep, a water gun. The authors posit that if negotiations are bogged down or if you are having a difficult time moving a decisionmaker, bring a water gun to the table and threaten (or begin) to shoot him. Now, in a sales setting and depending on the sophistication of the other party, this "might" work. In a professional setting, this is tantamount to death. Lack of common sense given the facts and circumstances of a particular situation can be the death knell of a pending transaction.
Nevertheless, I cannot say this is a bad book. The book presents the materials necessary for the new negotiatior and, even some level of information for the seasoned negotiator. It is interesting that once a negotiator establishes a style, he/she just looks for ways to enhance that style. This book could fill that role.
Bottom line....if you're new to negotiating, this book will provide "glimpse-level" insight into the process. Don't look for the proverbial outline, its not there. The book doesn't present the reader with a process toward successful negotiations or even negotiation theory for that matter. On the other hand, the book does present the reader with a trove of summarized negotiating nuggets that will most likely be beneficial to many initiates. Further, the book provides summary resource materials.
CONTENT = great; READABILITY = poor.
During my years as an commercial artist agent and guest lecturer at numerous colleges and arts programs, I have urged design and art students to take a course in negotiating. If only I'd known about Guerrilla Negotiating sooner...books are so much more accessible than classes, and this one is top notch.
Video, voice mail, checking your counterpart's horoscope (honest!), furniture, fax machine, sex, smoke, music, lawyers, laptop computers (all actual subtitles),you name it, it is all here, in this incoherent, silly mess. Some stuff is even repeated verbatim on various pages! A double insult!
Example #1: under sources of power, the authors list only 3: power(?), information and time. And that takes half a page and that is that. Hardly unorthodox stuff, highly superficial. Hey, power as a source of power, brilliant!
Example #2: Food (subtitle) Hunger is a very primal motivator. ... In a sales contest, the losers take the winners out for dinner. The winners eat steak, the losers eat beans.
Firstly, when something is primal, how can it be "very". It is like saying "this book is very first on the list of titles to be avoided!"
Secondly, now I know why there is so much hot stinky air in many negotiations! Those losers ate beans ...
Verdict: A blatant and transparent attempt to capitalise on the popularity of Guerilla Marketing books. I don't want to waste more of my, and more importantly, your precious time reviewing this mess. Did I waste my money buying this? I did. And I am not happy! I even tried selling this book on e-bay, but nobody wanted it. Smart bidders. Avoid like a bird flu.