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The Negotation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation (Paperback)

by Roger J Volkema (Author) "The word negotiation, or a variation of it, is used or encountered in some circles almost daily ..." (more)

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Product details

Paperback: 208 pages
Publisher: Amacom (1 Aug 1999)
Language English
ISBN-10: 081448008X
ISBN-13: 978-0814480083
Product Dimensions: 23 x 15.5 x 2 cm

Average Customer Review: 3.0 out of 5 stars See all reviews (1 customer review)

Amazon.co.uk Sales Rank: 1,133,684 in Books (See Bestsellers in Books)

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Product Description

An interactive workbook designed to build personal confidence and negotiating skills. Moving from the fundamentals to more complex negotiations, the book offers insights and instruction in managing all types of negotiations, but particularly two-party negotiations.

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The word negotiation, or a variation of it, is used or encountered in some circles almost daily. Read the first page

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	72% buy the item featured on this page: The Negotation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation 3.0 out of 5 stars (1) �12.59
	28% buy Getting to Yes: Negotiating an Agreement Without Giving In 4.6 out of 5 stars (17) �5.74

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3.0 out of 5 stars The Negotiator as Pain-in-the-Rear, 10 Sep 2003

By	Dr Tony English - See all my reviews

Overall, this book is good, but much of it is unoriginal and some of it raises doubts about the author's grasp of practice. For a start, Dr Volkema falls back on the tired "dual concerns" model of conflict style, with its blend of concern for the self and the other. The model is okay, but it has become a cliche, like win-win etc. For good reasons, many authors (excluding Dr Volkema) have at least come to reject "compromising" (moderate concern for both self and other), one of the five distinct (doubtful in itself) styles that comprise the standard model. "Avoiding" is also suspect as a style, especially as defined by Dr Volkema: "avoiding not only the issues but the other party or parties and negotiation itself." Surely you do not use a negotiation style if you avoid negotiation itself. Here and there, the book contains silly examples and advice. For instance, if you don't mind being a pain in the rear, and need to satisfy your ego, take Dr Volkema's advice to go to a restaurant and "negotiate" a dish that is not on the menu. (Make sure you send back the wine.) Don't try it in Paris. He claims that a request to check in for a domestic flight at an international counter "is likely to be met with the utmost receptivity." On what planet? He advises us to insist on negotiating only with those who are authorized to close a deal and sign a contract. Don't try it in China. Dr Volkema has a friend who is presented as a good tactician because he takes out a book and makes people wait until he has finished reading. Unlike the other blather-mouthed tricks suggested by Dr Volkema, that one should keep you quiet while you feed your ego. But, don't try it anywhere.

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