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Product Description
"Why take no for an answer? Successful people don't. They get what they want by negotiating better deals for both parties, " says Chester L. Karrass. Since ancient times, people dealt with one another by intuition alone - until 1970, with the appearance of The Negotiating Game, incredibly, the first book to integrate modern analytic thinking with good practice. The author systematically builds an arsenal of ideas that provides the negotiator with a realistic sense of confidence. Now Dr. Karrass returns to give us this newly revised and expanded edition of the now-classic book on negotiation, updated to reflect the sea changes in business and society over the past two decades. Your agreements, understandings, and relationships mean the difference between success and failure. Poorly negotiated deals are continually breaking down, bringing unnecessary dissatisfaction and aggravation into people's personal and professional lives. Good agreements help you reach and surpass your goals - and they leave the other side better off at the same time! The Negotiating Game is mandatory reading for anybody who must negotiate with others in any part of life - in other words, all of us.
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ONCE UPON A TIME there was a bear who was hungry and a man who was cold, so they decided to negotiate in a neutral cave. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
ONCE UPON A TIME there was a bear who was hungry and a man who was cold, so they decided to negotiate in a neutral cave. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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8 reviews
5 of 5 people found the following review helpful
A thoughtful basis for negotiation
3 Sep 2008
Format:Hardcover
This book does not present a "foolproof" way to negotiate. Instead it disects the negotiation process giving you an understanding of why negotiators act as they do, how you can control the negotiation and how to present your information to your advantage.
If you want to learn how to negotiate and are willing to spend time thinking about what is being taught, this book is the best.
If you want to learn how to negotiate and are willing to spend time thinking about what is being taught, this book is the best.
19 of 25 people found the following review helpful
Excellent methods to negotiating a win-win situation!
7 May 1999
Format:Paperback|Amazon Verified Purchase
Mr. Karrass' years of experience provide an excellent and credible background. In combination with the tapes, he portrays real-life examples of how he discovers the true motivations behind a sellers' needs, helps the seller reach those needs, and get a better all-around deal for himself in the process. Mr. Karrass truly seeks to improve the deal for both parties involved.
I highly recommend this book to everyone. The techniques apply to both personal and business life.
14 of 18 people found the following review helpful
Boring and Not Useful
9 Mar 2006
Format:Paperback|Amazon Verified Purchase
I am the CEO of a medical device company. I've bought and sold scores of companies, products and licenses. While I've done an awful lot of negotiating, I always want to learn how to do it better.
Unfortunately, this book didn't help me very much.
The book is extremely boring. It goes on an on, yet never lays out a coherent negotiating strategy. Every 20 pages or so, it lays out a complex chart that is impossible to follow, let alone understand. It provides many negotiating examples. But, most of them involve Purchasing Departments or country-to-country foreign policy-related negotiations.
In an attempt to make credible points, the author often quotes negotiating "research." Many of the research designs he cites are so subjective and uncontrolled that no reputable business journal would want to report on them. It doesn't really matter though since most of the conclusions the author pulls from this "research" are very obvious. The few ideas from the research that sound genuinely new and intriquing are rarely developed adequately as the book meanders on.
In its favor, the book stresses the need to aim high when negotiating. That's great advice. The book also notes how confident people usually make the best negotiators. The book also made an inriguing point about negotiating with aggressive parties. You want to alternate between being tough and soft, not just one or the other. That's a great point and, in a rare moment of glory, the book does a very good job of developing this point.
However, if you're gearing up for a big negotiation and you want to get some useful negotiating advice beforehand, you won't get it from this book.
Jeff
Unfortunately, this book didn't help me very much.
The book is extremely boring. It goes on an on, yet never lays out a coherent negotiating strategy. Every 20 pages or so, it lays out a complex chart that is impossible to follow, let alone understand. It provides many negotiating examples. But, most of them involve Purchasing Departments or country-to-country foreign policy-related negotiations.
In an attempt to make credible points, the author often quotes negotiating "research." Many of the research designs he cites are so subjective and uncontrolled that no reputable business journal would want to report on them. It doesn't really matter though since most of the conclusions the author pulls from this "research" are very obvious. The few ideas from the research that sound genuinely new and intriquing are rarely developed adequately as the book meanders on.
In its favor, the book stresses the need to aim high when negotiating. That's great advice. The book also notes how confident people usually make the best negotiators. The book also made an inriguing point about negotiating with aggressive parties. You want to alternate between being tough and soft, not just one or the other. That's a great point and, in a rare moment of glory, the book does a very good job of developing this point.
However, if you're gearing up for a big negotiation and you want to get some useful negotiating advice beforehand, you won't get it from this book.
Jeff
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