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Customer reviews

5.0 out of 5 stars
2

on 28 September 2012
Many excellent books about negotiation have been written. Do we need another one? Geof Cox has taken on the challenge, and proved that there was, indeed, room for one more.

Cox does not claim to have reinvented the wheel. He acknowledges and builds carefully on the various designs created by Roger Fisher & William Ury, Gavin Kennedy, Chester Karrass, Neil Rackham and others and ends up providing clear, readable and practical insights into the nature of this `wheel' (i.e. the negotiation process). Cox uses easy-to-interpret tables and diagrams as well as practical case examples to convey his message, and his style is seductively easy and accessible.

The first perhaps obligatory chapter (`Why negotiation is important in organisations') was for me the only `boring' part, maybe because in my case he was preaching to the converted. After that it `took off', providing many moments of recognition, and some of eye-opening surprise, as in his last chapter, `Negotiating in more complex situations.'

Reading this book will not, of itself, guarantee immediate success at the negotiation table, whether real or virtual. Thinking about what the book offers, practicing the steps and behaviours suggested, and taking the time to reflect honestly about one's own successes and failures will surely help to achieve successful outcomes in the longer term.

Nico Swaan, co-author of "Making Connections:Getting Things Done With Other People"
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on 24 May 2013
This excellent book covers all of the key steps for successful negotiations. Geof Cox's thorough treatment of planning a negotiation makes clear the vital importance of this stage. He then moves to give sound guidance on conducting negotations, simple and complex, 1:1 and in teams, and all supported by interesting case study examples. He concludes the book with a series of useful templates to review one's successes and failures. Geof's highly readable style makes this book accessible to negotiating beginners but don't be under any illusion: this book is packed with subtleties and is also suitable for experienced negotiating professionals. I am somewhere in between and I learnt an immense amount, which will surely pay back my investment many times overs.
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