Negotiating Books - Page 3

Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal

George H. Ross

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Customer Reviews:
Total reviews: 13 Average rating: 4.5 of 5

Expands on "Trump Strategies for Real Estate" 3 out of 5 stars.
4 of 4 people found this review helpful.

Chalk-full of information, much of which is also contained in "Trump Strategies for Real Estate," also by George Ross. If you have read "Trump Strategies for Real Estate," there is no need to also read "Trump Style Negotiation." Mr. Ross repeats many of the same stories contained in his first book, but elaborates on the negotiation details. Mr. Ross must have secured a second book deal while negotiating terms for his first book;).

You can save money before you spend it. 5 out of 5 stars.
3 of 3 people found this review helpful.

I was stuck with a truck that I could not trade in. I went to several dealers and just could not get the sales people to come to my terms. I had no money for a down payment and no one would pay off my current loan. Then after reading this book I not only negotiated a great deal but I learned how to do it through e-mail. This book will get the deal done. This book is a must have for anyone who negotiates deals not only in real estate but in any purchase.

Editorial Review:

Ever since he wrote The Art of the Deal, Trump has been the world’s most famous negotiator—even though he didn’t reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner.

Theory of Constraints

Eliyahu M. Goldratt

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Customer Reviews:
Total reviews: 15 Average rating: 3.5 of 5

How much repetition and advertisement do we need to pay for? 2 out of 5 stars.
6 of 8 people found this review helpful.

After reading this book I felt that I paid some good money for repetition, advertisement and teaching of how to get your company to send you to do some course work. This is not what I was looking for.

Loved it - for software development! 5 out of 5 stars.
3 of 4 people found this review helpful.

Software development is much like discrete manufacturing--as I learned from this great book. It's a tiny bit cheesy but the writing is ultimately effecting in cementing strong lessons for project and corporate management.

Don't Buy This Book 1 out of 5 stars.
2 of 3 people found this review helpful.

"The Goal" was a great book but Goldratt is trying to continue to cash in on that success with this book. It is remarkably poorly written and an absolute waste of time. Not one new useful piece of knowledge in this book.

Editorial Review:

Theory of Constraints walks you through the crucial stages of a continuous program: the five steps of focusing; the process of change; how to prove effect-cause-effect; and how to invent simple solutions to complex problems. Equally important, the author reveals the devastating impact that an organization's psychology can have on the process of improvements. Theory of Constraints is a crucial document for understanding what it takes to achieve manufacturing breakthroughs.

Mind and Heart of the Negotiator, The (4th Edition)

Leigh L. Thompson

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Customer Reviews:
Total reviews: 12 Average rating: 4.5 of 5

Used in MBA program - not that useful 3 out of 5 stars.
10 of 11 people found this review helpful.

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.

Editorial Review:

KEY BENEFIT: This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
KEY TOPICS: Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally.
For attorneys, arbitrators, and other negotiators, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want

Kurt Mortensen

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Customer Reviews:
Total reviews: 8 Average rating: 4.5 of 5

Editorial Review:

Everything we want in life comes as a direct result of persuasion. Regardless of our job titles, careers, dreams, or goals, our ability to influence others is the key to success. Whether we're selling a product, presenting an idea, asking for a raise, or influencing someone to be a better person, persuasion is the magic ingredient. Yet despite the fact that much has changed in recent years regarding how people are persuaded - having become more discerning due to an onslought of countless persuasive messages through e-mail, TV, and other media every day - many of us continue to use outdated techniques for convincing others...or worse yet, have no technique at all.Kurt Mortensen, through his Persuasion Institute, has sought out and studied the world's top persuaders, and with his specially formulated "Persuasion I.Q" assessment - the most comprehensive persuasion resource available today - he lets readers in on the essential habits, traits, and skills necessary to cultivate their natural persuasive abilities.

Making Sustainability Work: Best Practices in Managing and Measuring Corporate Social, Environmental and Economic Impacts (Business)

Marc J Epstein

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Customer Reviews:
Total reviews: 8 Average rating: 5.0 of 5

A Guide to the Implementation of Sustainability Principles 5 out of 5 stars.
3 of 3 people found this review helpful.

Making Sustainability work does a significant contribution for practitioners on how to put sustainability principles and ideas into practice. We have seen in the past other important contributions about sustainability. The difference regarding this new book is in putting these ideas in a very explicit way; emphasizing on the challenges of integrating sustainability into the business strategy and in the decision-making that encompasses the implementation of successful strategies at the firm level.

The book goes further giving valuable guidelines in practical methodologies on how to measure social and environmental risks and impacts and in the implementation of systems inside the firms for permanently monitoring such impacts. This has been a weakness in some of the literature we have seen in the past. Making Sustainability Work addresses the necessary evaluation of the impacts of sustainability initiatives on the financial performance to correctly assess the convenience of implementing them in terms of the benefits to both, the firm and the stakeholders. Finally, we have in a very amenable reading style, an important guide for practitioners on how to put sustainability principles into practice.

Editorial Review:

In recent years, corporations of all sizes and orientations have become more sensitive to social issues and stakeholder concerns, and they are collectively striving to become better corporate citizens (in some cases, urged on by shareholder pressure or government regulations). The best practices in corporate sustainability are no longer the exclusive domain of companies like Ben & Jerry's or Body Shop as they were a decade ago; now, large, multi-national companies like G.E. and Wal-Mart are leading the way with significant financial and organizational commitments to social and environmental issues. To help managers and academics keep their eye on the ever-moving target of sustainability, award-winning author and academic Marc Epstein's provides an authoritative and comprehensive guide to implementing corporate sustainability initiatives and to measuring both their social and financial impacts.

The Eight Essential Steps to Conflict Resolution

Dudley Weeks

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Customer Reviews:
Total reviews: 8 Average rating: 4.5 of 5

When you're ready for peace 4 out of 5 stars.
27 of 36 people found this review helpful.

When you're waaay past "Looking out for #1" or "Winning Through Intimidation," when you're more than a few miles down the road from "Getting to Yes," when strengthening and developing all of your relationships has become far more important to you than "winning" or getting your way or creatively persuading the other person to do your bidding....then perhaps you're ready for this book. That's right, when you're ready for peace, even if you're the one who'se going to have to change, here's a framework, a process. But not until you're ready.

Essential Life Skills Reference Book 5 out of 5 stars.
20 of 21 people found this review helpful.

This book teaches the reader a process towards better conflict management. It is not a hard process to learn; its not an easy process to use all the time, though. That being said, I recommend this book HIGHLY, especially to anyone who is looking for ways to make their home life, work life, or community life more enriching.

Dudley was a professor of mine in undergraduate. He's a great man, and this is a *great* book.

Editorial Review:

Problems that "just won't go away" can be settled through methods developed by one of America's leading experts in conflict resolution. In clear language, Weeks shows readers how to turn conflict into lasting partnerships and ensure a fruitful outcome.

3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

David A. Lax, James K. Sebenius

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Customer Reviews:
Total reviews: 13 Average rating: 5.0 of 5

excellent, groundbreaking work 5 out of 5 stars.
3 of 3 people found this review helpful.

Not as readable as "Getting to Yes" or "Getting Past No", but very well-written. Not too academic, but deep enough for the professional negotiator. Accessible for those first being exposed to the topic.

A strategic approach to negotiations 5 out of 5 stars.
3 of 3 people found this review helpful.

Most books on negotiation combine the hardball win-lose tactics with the more effective win-win approach. 3-D Negotiation is different: it adds a new third dimension to negotiation, mainly the need for developing a dynamic strategy on how to set up and shape the optimum situation and overall conditions for negotiations (away from the table), and well before negotiations start. Of course, the authors believe that negotiators must employ all three dimensions as needed during most negotiations.

This new third dimension includes, among other things, "acting to ensure the right parties have been involved, in the right sequence, to deal with the right issues that engage the right set of interests, at the right tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal."

Here is real-world example of acting to ensure the right parties and the right sequence: A US firm was looking to establish a joint venture in Mexico and had identified three potential partners (one excellent, one good, and one that barely meets the set criteria). Should this firm start negotiations with the best prospect, and if those negotiations fail, then move to the next, and so on? Or wouldn't it be far better if this US firm makes it known in the industry (in Mexico) that they are looking for a joint venture partner, and induce these three prospects to come to the US firm? Negotiating simultaneously with the three potential partners was indeed better, especially that the US firm set up the negotiation conditions whereby the three Mexican prospects were rushing to compete for the joint venture!

Although this book introduces a third dimension to negotiation, the other two dimensions are also well covered by the authors, with a large number of real-world examples. The second dimension covers designing value-creating deals, including the traditional concept of enlarging the pie, and how to make lasting deals. The first dimension focuses on the tactics at the negotiation table, including problem-solving tactics such as shaping perceptions, setting ambitious target prices, interpersonal skills, cultural empathy, and many other tactics familiar to those who have read traditional negotiation books.

In short, 3-D Negotiation is a welcomed addition to the topic of negotiation, especially due to its strategic approach to negotiations. I particularly like the idea of backward mapping the negotiation process, starting with the desired target or outcome, then mapping all the parties, their interests, no-deal options. I was also intrigued by the authors' philosophy and the 3-D strategy of: "Let them have your way", as well as their concept of "Zone of Possible Agreement".

Although this excellent book is written with important and complex deals in mind, the 3-D approach can be indeed applied to simpler deals and negotiations. In fact, the reader will find a large number of examples of negotiations ranging from the simple ones such as buying a car or a house, to the more complex ones such as negotiations between countries, or among large international organizations.

Editorial Review:

Most current practice, thought, and discussion on negotiation - even the tremendously successful Getting to Yes - use an exclusively 'at-the-table' perspective, focused on tactics, persuasion, psychology, empathy, and other elements of the interactive process of negotiation. Of course, these '1-D' elements are important, even crucial in many instances, but they are not sufficient as a long-term, consistent approach in high-stakes negotiations. The authors add depth and complexity to our understanding and practical approach to negotiations by articulating a '3-D' perspective, focused not only on the surface process, but also on the hidden, potential value to be unlocked with skillful 'deal-design', as well as the architecture of the game itself.

The Courageous Follower: Standing Up to and for Our Leaders (2nd Edition)

Ira Chaleff

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Customer Reviews:
Total reviews: 6 Average rating: 4.5 of 5

The Fine Balancing Act of the Courageous Follower 4 out of 5 stars.
4 of 6 people found this review helpful.

In The Courageous Follower, Chaleff focuses on the relationship existing between the formal leadership of an organization and the followers, all the people who ultimately report to the leadership team directly or indirectly. Chaleff also examines the interaction among followers within the leadership team in their relationship with the ultimate leader of the organization (pg. 14, 32).

Like Peter Drucker in The Essential Drucker, Ira Chaleff acknowledges right away that leadership may be informal and distributed throughout an organization (pg. 14). Knowledge workers, who are considered partners rather than employees, can only be helped. The close supervision of knowledge workers is often illusory because of their unique expertise.

Chaleff is conscious of the potential negative baggage associated with the word follower by making clear that a follower is not the same as a subordinate (pg. 15). Chaleff recognizes that being a courageous follower can be a risky proposition. Contingency plans are in any circumstances a necessity, whether the follower is courageous or not, in a fast-changing global economy (pg. 20-21, 163-165). However, a respectful individual who is not afraid to speak and act on the truth, despite the inequities in the relationship between employee and employer, is a force to be reckoned with (pg. 20, 25).

Not everybody is called upon to become and remain a courageous follower. Chaleff divides followers into four profiles that he calls respectively, implementer, resource, individualist and partner. Only the partner, who sooner rather than later dares to challenge on a regular basis the orthodoxy of the leadership team in a constructive, non-confrontational mode, can be counted on as a courageous follower (pg. 40-43, 51, 66, 103-104, 147-148). Readers cannot conclude from this assessment that the contribution of the remaining profiles should be downplayed. However, working closely with an existing or new leader open to the feedback from courageous followers is on its own an excellent growth opportunity (pg. 45, 217-218). Chaleff reminds his audience that well-balanced professionals should take ownership of their career and look for growth opportunities both inside and outside their organization (pg. 45, 47-48).

Reasonably, Chaleff recommends that the follower take an incremental, step-by-step approach to becoming a courageous follower (pg. 22). There is no silver bullet for developing the profile of a courageous follower. Credibility must be earned during the process. As Chaleff states, service is an art and art is developed through commitment and discipline (pg. 85, 150-152).

Passion for the job, initiative, buy-in, loyalty, trust, open mind and communication skills are some of the key ingredients in the establishment and development of a relationship based on courage (pg. 29, 48-50, 53, 62-63, 74, 84, 157). These ingredients take on an even greater importance when a conflict arises between different leaders. Often, these adversaries put pressure on their respective constituencies to build a strong alliance against the "enemy (pg. 81-82)."

Courage cannot lead to disobedience unless special circumstances such as the preservation of life and the respect of the law are deemed important enough to supersede the human tendency to follow orders (pg. 101-103, 170-171, 178-181, 183-185). Leaving the organization will sometimes be the only option left to the courageous follower to maintain his/her integrity after having exhausted other options (pg. 155-187). However, courage does not need to be absolute. The courageous follower could decide to stay after trying in vain to convince the leadership team or leader about the perceived right course to follow (pg. 185-187).

Courageous following is a two-way street. A great leader is not afraid to develop courageous followers because of his/her sense of self-worth (pg. 29, 50, 106-116, 125-128, 189-212). Similarly, the courageous follower is willing and able to directly or indirectly comfort and confront the leader, at the right time and at the right place (pg. 61-62, 97-98). The courageous follower should not abuse his/her access to the leader. Otherwise, access will diminish over time (pg. 64). Developing this talent pool can be critical to the success and/or survival or an organization because of the dangers of groupthink, self-censorship and lack of concern for legal niceties (pg. 99-101, 122, 130-131, 189-193). Unfortunately, a common response is to devalue the individuals taking the stand with potentially disastrous consequences as the recent wave of corporate scandals convincingly demonstrates (pg. 215-217).

Courageous followers, conscious of the importance of buy-in, are flexible enough to see their ideas tested on a small scale with good measurements before a full-blown implementation is considered (pg. 55-56). Furthermore, courageous followers offer if possible at least three different options with their respective pros and cons to get this buy-in (pg. 74-76). Acting along these lines encourages consensus building in pursuing success.

Although leaders receive much value from courageous followers, leaders also need to keep their channels of communication open with their peers as Chaleff rightly points out (pg. 76). A leader's peers, especially those who do not belong to the same professional circles, can provide him/her with an extremely valuable service in further refining the leadership skills in a multitude of settings (pg. 76-77). Alternatively, an outside facilitator can be called in to coach the leader (pg. 139-140).

Changing a leader's behavior is usually more challenging than altering his/her policies for these people gravitating around the leader (pg. 87, 93-94, 132-134, 145-147, 183-185). In all these interactions, the negative feedback should not be directed at the leader himself/herself in order to keep communication channels open (pg. 94-95). When genuine transformation happens, it should be acknowledged and celebrated (pg. 152-153).

Editorial Review:

Since its original publication in 1995, The Courageous Follower has been put on reading lists everywhere from corporations and the military to unions and churches. This guide helps transform passive followers into active players who can help right leadership wrongs and support and foster a values-based organization.

Organizational Theory, Design, and Change, Fourth Edition

Gareth R. Jones

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Customer Reviews:
Total reviews: 3 Average rating: 4.5 of 5

Great Book... 5 out of 5 stars.
2 of 3 people found this review helpful.

This book was perfect for the class I was taking. It was new, no marks, and very informative.

Review 5 out of 5 stars.
2 of 2 people found this review helpful.

Good text book, presents material clearly and simplisticaly but effectively gets the point across and makes it easy to learn and retain.

Great Condition 4 out of 5 stars.
0 of 0 people found this review helpful.

Ordered this text book for a master's class I enrolled in. Decided to try a "used" text to save money. Will start to use book in 1 week.

Editorial Review:

This book provides the most current, thorough, and contemporary account of the factors affecting the organizational design process, making important organization theories accessible and interesting. It addresses the many issues and problems that are involved in managing the process of organizational change and transformation, providing direct and clear managerial implications. Topics covered in this comprehensive book are the organization and its environment; organizational design; organizational change; and finally, interesting case studies that illustrate the concepts presented. A useful book that is appropriate for managers in any organization.

Crunch: Why Do I Feel So Squeezed? (And Other Unsolved Economic Mysteries)

Jared Bernstein

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Customer Reviews:
Total reviews: 13 Average rating: 5.0 of 5

Ecoomic Realities 101 5 out of 5 stars.
3 of 6 people found this review helpful.

I would recommend this book to anyone who wants to understand the facts behind the newspaper headlines. Bernstein doesn't bother with dry theories. He delves right into explanations. The book is worth reading just to debunk some widely believed myths, such as Social Security going bust and benefits of lobbying against technological changes.

Bernsein has made technical information accessible and even humorous. Commenting on a random graph, he writes (p 32): "I kind of see a little doggie running, but that's me."

The key to this book also comes on page 32:
"We're clearly kickin' back, spending money hand over fist, with little regard for what works and for what's cost effective and what's' not."

Although he's writing here about the medical system, this statement also applies to our programs of education, criminal justice, economic development, employment and poverty. Let's face it: societies don't run on scientific or logical principles.

I do have some quibbles about some of Bernstein's specifics and solutions.

To revamp the medical system (I like his term, "Medical Industrial Complex"), Bernstein supports a single payer system like Canada's. I lived in Canada for a few years (although as a certified medico-phobe, I never saw a doctor).

Countries with single payer systems have huge tax rates - higher than 50% at the upper levels. If you're earning $40-45K or more, you may be able to buy a comprehensive policy in the US for less than the additional sums you'd pay in taxes for a single payer system.

Single-payer systems require huge investments of time. I knew someone whose operation kept getting delayed till she got an infection and had to be admitted as an emergency. Others told me they had to return a dozen times for a simple check-up because doctors got paid small amounts for each office visit, whether it took 7 minutes or 70.

Often these systems are supplemented by private care or the overload is handled by paying US providers. I kept hearing about an underground market for health care: for as little as $1000 you could jump the queue.

I would also supplement Bernstein's answer to, "Why are teachers paid a lot less than stock traders?" Value and ability to measure output matter, but so do supply and demand. Desirable jobs pay less. Big companies pay more because they want to choose from a larger applicant pool. Airlines offer very low salaries to flight attendants, but thousands apply.

Of course supply can be controlled artificially, through rigid or even bizarre licensing requirements. Unions also can control supply. Unions tend to be most powerful with employees who feel powerless and/or are just not marketable or in demand. In unionized universities, English professors support unions and finance professors often wish they'd go away. On a micro-level, I would recommend staying marketable, not appealing to unions or waiting for the government to get around to fixing things.

On page 171, Bernstein notes that unions face organized opposition. Folks who have been in unions can be quite cynical too. The combination of dues and a long strike can wipe out financial gains. Union presidents tend to get very close to company presidents, not their own members. Unions make deals and enjoy wide latitude when deciding who they will help and how much, with little real accountability.

Finally, Bernstein addresses the opportunity costs of war. We could make an even stronger case for the opportunity costs of the criminal justice system, which is based on ideology and emotion, not scientific analysis of human behavior.

Overall, though, the book is intended more as a primer than a stimulus to thought or action. For this objective, Crunch is more successful and far more enjoyable than most.

Editorial Review:

Is Social Security really going bust, and what does that mean to me? If I hire an immigrant, am I hurting a native-born worker? How much can presidents really affect economic outcomes? Why does the stock market go up when employment declines? What's a "living wage?" Why do I feel so squeezed?

If you'd like to know the answers to these questions, premier economist Jared Bernstein is here to help. In "Crunch" he answers these as well as dozens of others he has fielded from working Americans by email, on blogs, and at events where he speaks. Chances are if there's a stumper you've always wanted to ask an economist, it's solved in this book.