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9 of 9 people found the following review helpful:
1.0 out of 5 stars
Avoid like a plague!, 21 May 2004
By A Customer
There are (too) many problems with this book, but I don't have the time to list them all here.Firstly, the book is VERY basic - it will NOT teach you how to negotiate, let alone how to negotiate well. Secondly, out of 176 pages, 32 pages are section-title pages, blank pages or almost completely blank pages. That leaves you with 144 pages of material. If quality was good, the lack of quantity would be tolerable. But the quality of writing does not deserve even those 144 relevant pages!!! You get useless and nebulous advice such as: "A test drive is a must when you'r about to deal over your new car - you should never buy a new car without having driven it for at nleast 20 miles. Apart from getting to know the car you can also use the test drive as a way of staking a claim on a bit of the other side's territory - the new car." A whole chapter (12 pages) is devoted to "Implementation". Implementation of WHAT? It is nothing more than a summary of project management, with Gannt charts, activity networks, and other material. There is NO ROOM for that in a basic text on negotiation. I suspect the author wanted to save time and included this section simply to increase the too slim number of pages. The diagrams are basic to the point that impedes their usefullness. An example from page 60: Imagine two heads facing each other and two arrows. One head is called SENDER, the other RECEIVER. One arrow has the text "Message", the other "Feedback". That's it! Honest!! I have read many, many books on negotiation. This one is by far the worst! Not worth the paper it is printed on! Stay away!!
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