Editorial Review

We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) Read more

Reviews (107)

Managing Conflict using Getting to Yes, what a book!
Few books stand up from the crowd when we talk about conflict and negotiation. This book does and it serves companies a great deal to make it a required reading for professionals. When I recommend this book to trainees in all my training seminars people think I am getting paidcommission from the publisher :) hmmmmmmay be I should. Combine this book with 48 laws of power and turn your engine of influence on. Add NLP on top of it and guarantee winning every reasonable deal.Conflict, Power and Influence is it !

The content of this book is sound; however
First, a testimonial.When I was three-quarters of the way through, I had a whammy of a week.On Monday I negotiated in a job interview, Tuesday I negotiated with my landlady, and Wednesday I negotiated with my manager over new job routines (the cause of my activities on Monday). I found the methods, strategies, approaches and techniques in the book IMMEDIATELY helpful in these situations.
better than expected
this book was boring at first but the real meat is close to the end.I think this book not only be used on business but also with friends.I've tried using it to talk w/ people and it works.A good read and good asset! ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Motivational    5. Negotiating    6. Negotiation    7. Business & Economics / Negotiating    8. Economics, Finance, Business and Industry   

Editorial Review

In a global economy, it is crucial for business peopleto be sensitive to cultural differences. And although the best reason for doing so may be ethical, it's great for business as well! This is an invaluable book for "doing well while doing good" in your intercultural relations, covering the protocols of appointments, business entertaining, greetings, forms of address, gestures, dress, and gifts in 60 of the nations you're most likely to be doing business. Some interesting excerpts:Read more

Reviews (27)

Avoiding the cultural faux pas...
Today's business world is such that you are very likely to have working relationships with global business partners.And you *should* know that "when in Rome, do as the Romans do".But what exactly is that?Terry Morrison and Wayne A Conaway bridge some of that information gap with the book Kiss, Bow, or Shake Hands.This is one of those books that could help you close a big deal (or avoid killing one).
A resource for me
Written for the international business traveler, this book was a great resource for me as characters in the Marketplace novels came from around the world. For my fans who keep asking me for "the protocol:" hey, start here and you tell me.

Dissapointing!
60 countries, and the only country in the entire continent of Africa the authors wrote about was Egypt? C'mon. While the authors do, in a similar compilation published after this one, include South Africa (the only other country in Africa included) and a few other countries, it is still a disgrace that books and compilations such as this one ignore the importance of proper business ettiqute in countries such as Kenya, Senegal, Ghana, and Tanzinia and do nothing more than perpetuate falsehoods, myths and fears about doing business in the aforementioned African countries and many others. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business Communication - General    4. Business Etiquette    5. Business communication    6. Business/Economics    7. Corporate culture    8. Etiquette    9. International - General    10. International Business    11. Business negotiation   

Reviews (8)

Used in MBA program - not that useful
We used this book in our negotiations class and actually found Getting to Yes to be more useful.This is one of those textbooks that I have written about in other classes that has a lot of common sense in it but it actually makes thinking about negotiation harder than it really is.The book could easily have been shrunk from 430 pages to about 150 pages.The book actually presents too many things to think about in a negotiation that you end up becoming confused about which strategy to use or how to play defense.Of course, like any book some people might like it but I know myself and other classmates did not find it that helpful.

excellent book.
Definitely recommended for anyone interested in learning more about the topic.I enjoyed Thompson's no-nonsense approach to negotiation.This book is full of interesting case examples from the real world.It is substantive and practical.Definitely a good buy.

Great Information - Complicated Read
A good introduction to negotiations. Although it is complicated to read through the chapters, it contains valuable information about many different aspects of negotiations and strategies. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Human Relations In Business    5. Leadership    6. Negotiating    7. Negotiation in business    8. Business & Economics / Negotiating    9. Business negotiation   

Reviews (20)

THE book for those who need to guide others in decision-making
How many people do you know who make rational decisions? After reading this book, you may learn that the answer is a lot closer to zero than to one...Kevin Hogan and James Speakman have asserted in this work that people make their decisions based on subconcious feelings about similar situations; they back it up with results from many counterintuitive psychological studies throughout. And it even includes a section on ethics.
Couldn't stop reading it
Cram every great persuasion book over the last 50 years--How to Win Friends And Influence People, How to Get Anyone to Do Anything, Influence, Sales Bible, The Secrets of Power Persuasion, and other--into a box, add a few new insights, and shake the box until the books become one resource and you have Covert Persuasion. I couldn't stop reading it. From the very beginning, the authors (I'd heard of Hogan before from other books on the same topic)toss out solid advice. Sure, you've heard some of it before, and some of it is reworded and served up new, but the collection of strategies is still worth the money. Almost every page is highlighted somewhere, and often in several places. To me, it's a must have book if you are interested in any way in persuasion.

A "Must-Have" for the Serious Persuader
"Covert Persuasion" is crammed full of the latest research on persuasion.While you might scan the contents in an afternoon, you'll need time and attention to make these persuasive techniques a part of your automatic arsenal.Careful, thoughtful reading will reveal a treasure of information that is available nowhere else.
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Interpersonal communication    5. Motivational & Inspirational    6. Negotiating    7. Persuasion (Psychology)    8. Psychological aspects    9. Sales & Selling - Techniques    10. Selling    11. Business & Economics / Negotiating    12. Popular psychology   

Reviews (29)

Excellent:Clear & Practical
GETTING PAST NO by William Ury is well written and will become a classic must-read if it is not already.The book is brief, easy-to-read yet is strinkingly powerful and useful.The primary benefit from reading this book is how pratical it is.You can use the tools, tactics, and concepts in this book in professional life, business or even to negotiate with friends.In summary, if you want to improve your ability to negotiate, you would be doing yourself a very big favor by acquiring a copy of this book.
One of the best books on negotiation
"Getting Past No" further elaborates on the ideas based on Ury's first book "Getting to Yes."I read it front to back, probably 4-5 times now and I take something new from it everytime.The best thing about this book is that it bridges the gap between negotiation models and conflict resolution books--something that I've seen very little of on the bookshelf.The techniques that Ury offers are not industry specific and can be applied to both business, professional, or interpersonal relationships.He also writes it in a very easy to understand format, with each chapter being a new step in the process.Ury is right on when he says that overcoming difficult people are one of the biggest obstacles in a negotiation and his approach is the benchmark that I have been using in my own teachings and in my own book.

Skip this book, buy Getting to Yes instead
I bought this book expecting to see a refinement or elaboration of the strategies explained in, "Getting to Yes!". I was extremely disapointed!
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Subjects:  1. Business / Economics / Finance    2. Career/Job    3. Negotiating    4. Negotiation    5. Business & Economics / Negotiating    6. Personnel & human resources management   

Reviews (20)

You Won't Believe It....at First!
This book has some of the most scientific strategies in existence! What struck me about this book, was that this stuff is new, really new. So many books make this claim, in the end though, they are usually the same techniques from years past, just used in different examples.
A good book
The book is well written and gives the reader an insight into how people behave in many different situations. It has great applications for business people

Great information
If you are trying to influance people.. THIS is the book you need to read.
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Subjects:  1. Applied Psychology    2. Business & Economics    3. Business / Economics / Finance    4. Business/Economics    5. Influence (Psychology)    6. Negotiating    7. Persuasion (Psychology)    8. Success in business    9. Business & Economics / Negotiating    10. Social, group or collective psychology   

Reviews (2)

I Highly Recommend This Book
This book gives some very important understanding of negotiation to people who are not professional negotiators and do not know all the ins and outs of the current research in the field.
Outstanding Book.
This is an outstanding book on negotiation and influence. I have read over two dozen books on similar subjects and I keep going back to this one. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Negotiating    5. Negotiation    6. Persuasion (Psychology)    7. Business & Economics / Negotiating   

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Case studies    5. Management - General    6. Management Science    7. Negotiating    8. Organization Theory    9. Organizational Behavior    10. Organizational Behavior In Business    11. Strategic Planning    12. Business & Economics / Systems & Planning    13. Organizational theory & behaviour   

Editorial Review

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Reviews (18)

A new way of thinking
I read this as a library book and had to buy a copy for future reference. It's holistic, optimistic and energising. It draws our attention to parts of reality that our western culture tends to ignore. I hope it will bring this new (yet ancient and traditional) way of thinking into the mainstream, especially among business leaders etc.

A passionate plea, but (institutionally) naive ...
"Presence" emerged from the fear that our world is going to hell in a handbasket. If we are not careful, its authors tell us, we are headed for a "requiem scenario" that spells doom over our planetary society. We all in affluent industrialised societies have a responsibility to stop this slide towards a final armageddon, to renew ourselves and our institutions, particularly those engaged in making money. "Presence" proposes a 7-step plan to help us doing just that. It starts with a downward movement along a U-diagram, leading us (as individuals) away from our trusted mental maps towards a higher sense of purpose. The bottom of the U-diagram is a state of "presence" (hence the book's title) from which we can perceive our highest future possibility as a particular human being. This awareness leads us up on the other side of the U, into a co-creative field of building new partnerships and institutions.
Deep work happening in some organizations
Although I agree with some of the previous reviewers that much of the material in this book could be found in more depth elsewhere, yet I still enjoyed the book. What I found interesting was the process the authors went through in trying to clarify the core ideas in the context of their work with organizations and organizational leaders.It is important that these ideas, whether original or not, permeate some of our core cultural organizations.It is these organizations which have such a large impact on the world today and it is the actions of these organizations (and our contribution to the social matrix which makes such actions possible) which critically influence our well being. It is heartening to see that the viewpoints expressed in this book may have a chance of taking hold in such organizations and seem to have already begun to germinate among some of the leaders of these organizations. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. General    5. Negotiating    6. Organization Theory    7. Organizational change    8. Organizational learning    9. Social Change    10. Thought and thinking    11. Business & Economics / General   

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Investments & Securities - General    5. Negotiating    6. Securities    7. Business & Economics / Investments & Securities    8. Finance    9. Industrial or vocational training   

Reviews (4)

Informative Read
This book was ideal for the doctoral class I just completed. The book thoroughly explained the salient points and provided useful information for further doctoral work. Although the book was scholarly, it was an easy and pleasant read. I recommend this book for anyone who wants a keener understanding of the organization as a system

Excellent Work
This is an excellent book. The author does a fantastic job of explaining organizational theory from a conceptual perspective. The book does not spend a lot of time discussing research methodology. The book does a great job of presenting information in a form that a manager can use in evaluating various approaches to organizational behavior issues. This volume will certainly remain an important part of my toolkit!

Great book!!
As a novice to organization theory, I am reading Hal Rainey's book on public organizations and this book. This book is well written and gives balanced points of view over various theories and perspectives in the organization studies. This book is adopted as required readings in many PhD courses on organization theory. ... Read more

Subjects:  1. Negotiating    2. Organizational sociology    3. Social Science    4. Sociology    5. Sociology - General    6. Organizational theory & behaviour    7. Social Science / Sociology / General    8. Sociology, Social Studies   

Reviews (5)

Taking negotiation beyond us vs. them...
Most books on negotiation that I've read focus on the tactics you use when you're face-to-face with the opponent.But what if you take a step back and shape the negotiation before you even show up?That's the general direction of 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax and James K. Sebenius.I can see where this would give you a step up in numerous situations...
Insightful & essential
As a very fast-moving entrepreneur, I have to negotiate constantly.I'm
Lawyers' Alert -- Buy This Book to Settle the Cases You Just Can't Resolve
During a recent conversation with former Disney General counsel Lou Meisinger about negotiating the resolution of commercial litigation, he suggested breaking impasse during the mediation of high-stakes litigation by "transforming the litigation into an opportunity to make a deal."
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Leadership    5. Management - General    6. Negotiating    7. Negotiation in business    8. Business negotiation   

Reviews (4)

good introduction to negotiation
I don't have much experience in negotiation. But in the last few months I realized that having good negotiation skills is major to be successfull in both professional and private life.
HB Essential Guide to Negoitiation - easy to read
This was a very easy to read and understand book.The worksheets in the back of the book were helpful.Highly recommend.

An Essential and Invaluable Introduction
This is one of the volumes in the new Harvard Business Essentials Series. Each offers authoritative answers to the most important questions concerning its specific subject. The material in this book is drawn from a variety of sources which include the Harvard Business School Press and the Harvard Business Review as well as Harvard ManageMentor�, an online service. I strongly recommend the official Harvard Business Essentials Web site (www.elearning.hbsp.org/businesstools) which offers free interactive versions of tools, checklists, and worksheets cited in this book and other books in the Essentials series. Each volume is indeed "a highly practical resource for readers with all levels of experience." And each is by intent and in execution solution-oriented. Although I think those who have only recently embarked on a business career will derive the greatest benefit, the material is well-worth a periodic review by senior-level executives.
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Negotiating    5. Business & Management   

Editorial Review

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Reviews (33)

Best Book on Negotiating
Read this book over and over. His tactics work!! I was doing many of them before this book but he explains it so well. Buy it and you will thank yourself.

Read it more than once
Mr. Camp said it best when he stated in the forward "I can do this.What's more, I already have a pretty good idea how to do this."The information is direct, which can be viewed as common sense and courtesy.What I liked most is the chapter about not controlling outcomes, only your behavior.This leads to good questioning to find out what your adversary's real problem or pain is.
asdf
As a student who has just recently been submersed into the business world, I think this book is a great tool that teaches you how to deal with the people you encounter every day. It also introduces techniques in which you might find are a little odd, like being interested in "no" instead of "yes." Another is how you always hear about win-win situations, but these actually don't exist. Jim Camp shows you how these situations end up as win-lose. However, most of these techniques point out certain oddities you never think about and are most likely to completely forget. For example, some of us like to get to the point and close off the deal, while he tells you that you should take it slow and make the other person feel comfortable. Some of his tactics, like getting the other person to agree three times so you can be sure, sounds like a bit too much. This book is useful in the step by step approach it takes you through and reminding you that you should never make assumptions and have a clear path in mind. ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Communication In Business    5. Executive Management    6. Management - General    7. Negotiating    8. Negotiation    9. Negotiation in business    10. Business & Economics / Negotiating   

Reviews (3)

Great Resource
I purchased this book as a requirement for an MBA class, and am certainly glad my professor uses it! I have found it to be a very readable, practical and informative book. The readings are by assorted authors from both the academic and professional world, which provides a great understanding of how concepts are actually used. I would recommend this to anyone, student or professional, who is interested in learning more about how negotiation really works.

Academic
The articles in this book are great reading.They provide thoughtful insite on many different topics.The cases, however, are completely useless without the instructors' manual.As best I can tell, theinstructors' manual is not available for purchase unless you are using thisbook for a class.Therefore, in my opinion, this book is a poor valueoutside the academic world.

Comprehensive collection of articles and exercises.
This falls between the average "how to" and academic journal type articles.Great for classroom use, or for enterprising individuals who want to teach themselves about negotiation.Nearly all the authorities in organizational behavior and negotiation are included here.Nice variety of approaches to the subject.Exercises cover the range and include material on natural environment and on international negotiation.International material needs more, but gives good beginning frameworks.Exercises need teacher's manual (forthcoming?). ... Read more

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Case studies    5. Leadership    6. Management - General    7. Negotiating    8. Negotiation    9. Negotiation in business    10. Business & Economics / Negotiating    11. Economics, Finance, Business and Industry   

Reviews (5)

Well written book.
This is a well-written book, which provides a generalist approach to dealing with cross-cultural issues with many excellent examples. The core idea of the book is based on the Hofstede model. One of the central criticisms of this model has been that nation state and culture are always presumed to be the same. Local culture does not follow political boundaries. The authors seem to be unable to avoid this trap. Cultural Intelligence gives good insights on how to notice "Cultural Cruise-Control" and change own way of thinking. Providing some practical tools would have added to the value of this book, but this is a good book for international managers.

Cultural Intelligence
Author presented interesting views and provide readers clear concept of issues in working with people of cultural diversity.

A thorough and very useful guide
This is a detailed survival manual for those who are new to working across cultures. Its aim is to help such people to raise their 'cultural intelligence' - their understanding of cultural diffrences and their impact and their skill with tools to recognize and overcome misunderstanding and failures of communication based on differing cultural expectations.
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business anthropology    4. Business/Economics    5. Corporate culture    6. Cross-Cultural Psychology    7. Cross-cultural studies    8. Intercultural communication    9. International Business    10. Management    11. Negotiating    12. Skills    13. Management & management techniques   

Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. General    5. Negotiating    6. Negotiation    7. Negotiation in business    8. Business & Economics / General    9. Business negotiation   

Reviews (6)

Important for anyone negotiating a commercial lease
Very good book.Helpful insight into the various issues surrounding commercial leases, and helps put together the pieces of the puzzle.It has been a real asset in the last two leases I have negotiated.

Excellent and nuanced discussion of leasing issues
I negotiate retail and office leases as part of my law practice. This book is an excellent guide to the points that need to be considered when negotiating a lease. It will help attorneys as well as business people and brokers. The author does a good job in explaining, often in detail, the business reasons behind the different positions that the landlord and the tenant take. Understanding those reasons puts you in a much better position to create satisfactory compromises. Also, this book doesn't just address the major points - I was surprised to see how many subtle points the author addressed. Overall, an excellent book and a great value at this price.

Reasonably Useful
I'll agree that this book is a little random, but I've made it through the whole thing over numerous train commutes and found it useful in discussing how certain specific lease provisions can translate into a variety of outcomes in the real world of LL/tenant relations.
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Subjects:  1. Business & Economics    2. Business/Economics    3. Legal Reference / Law Profession    4. Negotiating    5. Real Estate    6. Real Estate - General    7. Commercial real estate   

Reviews (1)

The Most Comprehensive, Authoritative Negotiation Text Ever
In my work as an attorney and mediator, and as a lecturer in negotiation and negotiation competition coach, I have read all of the "great" negotiation books written since "Getting to Yes".This 5th edition of "Negotiation" is head and shoulders above the rest of the crowd in a very crowded field.
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Subjects:  1. Business & Economics    2. Business / Economics / Finance    3. Business/Economics    4. Leadership    5. Negotiating    6. Negotiation in business    7. Business & Economics / Negotiating    8. Business negotiation