2 of 2 people found the following review helpful
I was expecting more focus on negotiation and an open minded viewpoint. There are many points in which the author says 'horrocks' (I know, it is not even a word) to the opinions and behavior of others with an almost childish disdain. The author's tone does not reflect the mentality of a person who states over and over the need to empathize and understand one's fellow man. In that sense, there was a large dissonance within the concept of the book, philosophy and writing.
The focus was on the psychology of salesmanship which for a person negotiating high value projects, was frustrating. The aspects of psychology and the 'sales pitch' made sense after reading the author's… Read more