I had high hopes of this (expensive) paperback, since there are very few (if any) contemporary books dedicated to negotiation from the buyers' perspective. Alas, this book disappointed me on many (all) fronts.
1. This book provides an OK review of negotiation, but very bland and far from comprehensive or cohesive. It is a messy hodge-podge of topics and issues. While the Red Sheet methodology and its 4 sections (S.T.E.P.) provide some unifying framework, the book would certainly benefit from a critical editor and his/her Red Ink methodology!
However, there are very few practical and specific issues that directly relate to purchasing and procurement functions. Therefore the title is misleading. Seasoned professionals such as myself will find nothing of interest here, while young purchasing professionals will be overwhelmed by 350 or so pages and a myriad of steps and "models".
2. There are 6 framed practical examples in boxes (presumable important). Of those only half are purchasing examples (pages 206, 298 and 304), the other three have nothing to do with purchasing (pages 159, 162, 165)
3. Important topics of interest to most purchasing professionals, such as negotiating simultaneously with multiple suppliers or local agents, sole-source and single-source negotiations are not covered at all (at least I could not find them in the book).
4. The style is dry and uninspiring. It reads like a textbook, academic style is used, such as 'Karrass (1996) states "in life you don get what you deserve, ..."')as if Karrass' book is a seminal work! I had to force myself to keep reading.
5. The structure of the book (and by that I mean the order of the chapters) is weird and methodologically unsound. Things just don't follow a they should and there is no flow between chapters. For instance, "Defining outcomes", in other words deciding what you want and setting your negotiating goals (one of the first things you need to do in every negotiation) is the title of Chapter 9. The preceding is chapter 8, titled "Game theory in negotiation". "Negotiating across cultures" is chapter 5, followed by the chapter called "Power".
6. There is a plethora of doubtful "models", all given strange acronyms, some that mean nothing (RACI, RAQSCI), others that are easy to remember (SOAP, ACE, STEP, COW) but there is so many of them that it starts getting blurred after a while.
In conclusion, I wasted $50 or so, should be able to claim it on tax as a legitimate business expense, although it is anything but.