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An interesting read, useful ideas but not a textbook
on 26 December 2014
It's an interesting read, well written with some interesting anecdotes but it can get a little woolly at times. It's not a scientific paper on the psychology of negotiating; that would take a team of people and hours and hours of research and investment. It's somewhere between a motivational presentation and a seasoned professional's advice. The likelihood is, if you're doing this for a job, the person you're talking to is going to have heard about all or most of these methods. It's a good starting point and an interesting reference but that's all; it's not a guide for your life or a guaranteed way to get the best outcome in every situation.