Book Description
At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.
Customer Reviews:
Good book!.......2007-07-28
This was the text in a grad level class I took, and I'm glad the prof chose it! This is a great read for anyone that wants to learn how negotiation affects all aspects of your life as well as for those who want to improve their negotiating skills!
Great content, very dry.......2006-11-03
The book has many excellent points, but is written in a manner that will bore you. Several of us in class have three books to read, and this one is the least interesting. I still would recommend it as a good textbook, but only if used as an additional resource to "Getting to Yes" and "You can negotiate anything". Between the three you'll stay interested and the overlap will reinforce.
Used in MBA program - not that useful.......2006-04-06
We used this book in our negotiations class and actually found Getting to Yes to be more useful. This is one of those textbooks that I have written about in other classes that has a lot of common sense in it but it actually makes thinking about negotiation harder than it really is. The book could easily have been shrunk from 430 pages to about 150 pages. The book actually presents too many things to think about in a negotiation that you end up becoming confused about which strategy to use or how to play defense. Of course, like any book some people might like it but I know myself and other classmates did not find it that helpful.
excellent book........2005-10-21
Definitely recommended for anyone interested in learning more about the topic. I enjoyed Thompson's no-nonsense approach to negotiation. This book is full of interesting case examples from the real world. It is substantive and practical. Definitely a good buy.
Great Information - Complicated Read.......2005-06-07
A good introduction to negotiations. Although it is complicated to read through the chapters, it contains valuable information about many different aspects of negotiations and strategies.
Book Description
In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales.
He shows salespeople how to:
* Use pressure points to control the negotiating situation.
* Downplay the importance of money.
* Ask for more than one expects to get.
* Negotiate with individuals from other cultures.
* Master the nine elements of power that control negotiating situations.
* Analyze personality styles and adapt to them.
* Master the 24 power closes.
This is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation.
Customer Reviews:
Customers are more slick than salespeople.......2007-01-09
Customers have learned to get creative when giving salespeople reasons they can not buy or commit to a purchase. The people who get bombarded by salespeople have gotten the most creative. They have learned what to sale to get someone off their back. This is a great illustration of the objections you get, why you get them and how to dig even deeper to uncover the real objection. Whether you're just starting out or have been in sales for over 15 years like I have, this is a great tool for anyone who likes to keep up with the changing world of sales.
Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator.......2005-08-18
I am enjoying this book. I have not yet completed reading the peice, but I do think that there are very many valuable messages. ON A SIDE NOTE. THE QUALITY OF THE BOOK ITSELF IS TERRIBLE. AS I ADVANCE THROUGH THE BOOK, PAGE BY PAGE, THE BOOK IS FALLILNG APART. WHOEVER BOUND THE BOOK NEEDS TO BE CONTACTED. ANY ADVICE, AS TO HOW TO HOLD THE BOOK TOGETHER WOULD BE APPRECIATED!!!!!!!!!
This book is amazing!!!.......2005-02-22
Dawson enlights you with all the empiric knowledge of negotiation put in this masterbook. This is a MUST for all salesman. It covers from begining negotiation to close ups.
I just started it yesterday and could not stop.
If you want to get your negotiation skills a jump-up, this is the book for you.
Simple and direct to the point.......2004-11-14
There is no framework, nor any theory; you may find many of the "tricks" are common-sense but which are we commonly overlook or neglect. A book that teaches you tactics that can be put into use right away. It is worth to read this book
Highly Recommended!.......2001-03-24
While the market is flooded with books on how to pitch, sell, wrangle and close a deal, this book rises well above most of them. Author Roger Dawson takes salespeople step by step through the economic and psychological aspects of successful negotiating. Expertly and conversationally written, and strategically structured, this book actually delivers what its title promises: plenty of secrets about power negotiating. View your job in sales as a chess game you can control because you know the rules, from the opening gambit to the power plays in the middle, to the all-important close. If you've read Dawson's Secrets of Power Negotiating, you'll find a good bit of repetition here, but even when he cites the same gambits, he discusses using them to make sales. You only need to read one of the two books, but we [...] say make it this one if you're in sales. Learn these gambits, so you can say, "Checkmate."
Amazon.com
Veteran hostage negotiator Kate O'Malley has seen humankind at its worst. In fact, she has become something of a legend for her ability to parlay a successful outcome from even the most desperate situations. FBI special agent Dave Richman, introduced in Henderson's Danger in the Shadows, has every reason to have lost faith. But he hasn't and Kate has. From their first encounter during a bank holdup, these two very disparate people are inexplicably drawn to each other. But can they overcome the obstacles? Dave's Christianity is as much a part of him as his desire for Kate, while Kate claims no particular belief in God. And can Dave relinquish his need to protect Kate when it is her job to place herself in danger? But Dave may not have a choice when a secret from Kate's past returns to haunt her--or kill her. Full of surprises, Dee Henderson's The Negotiator is a walk on the wild side and readers will love every thrilling minute!--Alison Trinkle
Book Description
FBI agent Dave Richman from Danger in the Shadows is back. He's about to meet Kate O'Malley, and his life will never be the same. She's a hostage negotiator. He protects people. He's about to find out that falling in love with a hostage negotiator is one thing, but keeping her safe is another!
Introducing the O'Malleys, an inspirational group of seven, all abandoned or orphaned as teens, who have made the choice to become a loyal and committed family. They have chosen their own surname, O'Malley, and have stood by each other through moments of joy and heartache. Their stories are told in CBA best-selling, inspirational romantic suspense novels that rock your heart and restore strength and hope to your spirit.
Download Description
In this dynamic re-release of The Negotiator, FBI agent Dave Richman from Danger in the Shadows is back and about to meet Kate O'Malley. A hostage negotiator in Chicago, Kate is a legend on the force, willing to walk into any situation. Dave is a Christian, but Kate isn't. Their relationship is going to be a challenge. Kate's family, the seven O'Malley, were orphaned or abandoned as children; they chose to become their own family. But an airline bombing, tragic family news, and the appearance of a brother Kate didn't know she had will change her family's life and her own forever.
Customer Reviews:
The Negotiator.......2007-08-23
I read this book in just a few days it was exciting and what I liked the best is there were no bad words, This book was written in good taste, and kep't my attention to were I couldn't put it down. Would like to read more books like this. Dawn Doxey
Wish I was an O'Malley.......2007-08-04
A friend of mine recommended Dee Henderson's The O'Malley series to me, and I was hesitant about it. I decided to give The Negotiator a try, and LOVED it, I wish I could give this book more than 5 star because it deserves it! I like Kate she is my favorite so far with all of the siblings. I highly recommend this series to anyone. It's a clean, page-turner that will keep you guessing till the end.
Suspended Belief?.......2007-08-02
This book and the complete series are written at less than a professional level. I am not capable of suspending the amount of belief that is required to make Dee Henderson's "Negotiator" enjoyable. The O'Malley Series is about a family based on the premise that seven orphans decided to become a family and all change their name to O'Malley. The family members include a doctor, EMT, U.S. Marshall, hostage negotiator, etc. They come to each others' aid when troubles start. The family seems to be more functional that most nuclear families. Unfortunately, the characters lack dimension. I couldn't relate to them. They are presented as perfect, successful, beautiful, etc. The relationship with the hostage negotiator, Jennifer, and Dave, an FBI Agent, is a major part of the plot and is significantly overplayed.
I am a Christian and enjoy reading Christian fiction. Sadly, I would not recommend this book nor this series. I would, however, recommend picking up "The Puritans" by Jack Cavanaugh. His "An American Family Portrait" series is published by Victor. He develops character, plot, action and conflict that asks for little, if any, suspended belief.
Excellent plot .......2007-05-02
With its plot unfolding in a mysterious yet believable way, The Negotiator weaves the story of a strong woman who has fought to escape her painful past. The main character is intriguing, andI think this work could stand strongly on its own. The action is dynamic and this book far outweighs the second book in the O'Malley series. Truly worth reading.
The Negotiator opens at a run!.......2007-03-08
You are immediately thrust into Kate O'Malley's world. She is a crisis negotiator with the Chicago Police Department. Dee Henderson introduces the O'Malley Family very well in the beginning of the book, setting up the subsequent O'Malley novels. The relationship developing between Kate O'Malley and Dave Richman (you'll remember him from Henderson's "Danger in the Shadows") is weaved nicely throughout.
There is plenty of action, suspense, drama and even a little comedy. The characters are supremely likeable. I highly recommend every book in this series! They are all real page turners.
The other O'Malley novels are: The Negotiator, The Guardian, The Truth Seeker, The Protector, The Healer, The Rescuer. Each is a wonderful read!
Book Description
According to author Frederick J. Lanceley, known as one of the world's foremost crisis negotiation authorities, negotiators must train and train regularly. For just as the legal field constantly evolves, so does the field of crisis negotiation. The new edition of his On-Scene Guide for Crisis Negotiators reflects this fact. A bestseller in its first edition, this book offers practical advice with regard to the theory, procedures, and techniques of crisis and suicide intervention and hostage negotiation. Two new chapters cover negotiation with people under the influence of drugs or alcohol and how first responders can contain the situation until a negotiator can arrive. With a suicide intervention flow chart, a checklist for investigators assisting negotiators, and an on-scene guide for crisis negotiators, this indispensable book provides the tools you need to conduct successful negotiations and 'make nothing happen.'
Customer Reviews:
Review of On-scene guide for crisis negotiators.......2002-07-24
Good 1st book to read on those wanting to be Negotiators in the Law Enforcement field.
A Worthy Addition To The Field.......2000-04-22
Frederick Lanceley's "On-Scene Guide for Crisis Negotiators" is a long needed compendium of technique and definition in the field of crisis negotitations. Mr. Lanceley's vast experience has enabled him to provide techniques based on real-life situations not just theory. The volume is arranged in a concise, easy-to-reference format which should be a part of every negotiator's "Ready Kit". One of the most important points about this book is the fact that it addresses the types of situations faced daily by police negotiators. Suicide intervention, long a subject ignored in many negotiations seminars, is given in-depth treatment. In addition, the entire book is an interesting read. His account of his involvement at Ruby Ridge is fascinating. I would recommend this book to anyone involved in the field, police commanders and anyone interested in crisis intervention.
On-Scene Guide for Crisis Negotiators.......1999-12-07
Recently retired FBI Special Agent Fred Lanceley gives us the benefit of his expertise in this highly detailed book on the actions a crisis negotiator must take in the field. Lanceley describes techniques that will be of benefit to any police officet, tactical dispatcher, hostage negotiator or crisis counselor who is confronted with a barricaded subject, a mentally disturbed individual or a potential hostage taker. These people are encouraged to read Lanceley's book and to include it in your current training. Dave Larton, Member, California Association of Hostage Negotiators
Every Chief and Tactical Commander should read this book........1999-07-13
Excellent basic text which covers practical aspects of Crisis Negotiation. Solid, contemporary content and a great reference resource.
Book Description
This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization.
Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process."
This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining.
Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.
Customer Reviews:
A thought-provoking, well-organized guide.......1998-10-13
This book strikes a great balance between negotiation analysis and real-life application, two aspscts which I believe whoever wants to pursue a good commend of negotiation can not do without. I particularly appreciate authors' dedication to provide lively examples to articulate the key points. I highly recommend this book to serious and enthusiastic readers interested in the facinating field of negotiation.
Vague . . . ........1998-10-11
not a book for students or research
Book Description
Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.
Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to:
- Understand the game so you can better control what happens
- Predict the sequence of negotiation activities and move from disagreement toward agreement
- Identify the strategies and tactics of other players in the game.
- Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success
Customer Reviews:
A great how-to-guide.......2007-08-12
With this book, intended as a `working guide' and a `how-to-guide', the authors have reduced the huge volume of available information on the art of negotiation into an easily accessible resource for busy executives who need to prepare for everyday negotiations. But this book will also be useful for any person wanting to learn the art of negotiating.
Negotiating is a bit like breathing. Everybody negotiates constantly -- all day long. You negotiate with your family, friends, shop owners, customers, colleagues...and even with yourself! In fact, we negotiate with ourselves all the time.
Self-negotiation is usually a conversation between our more rational self and our impulsive, subconscious self. These are the "should I or shouldn't I" discussions in our heads. According to the authors, the most important thing to understand in negotiating with yourself is to continue to pay attention to both sides of your brain. Learning to listen to your inner voice--your intuition or your gut--may be the best thing you can do to avoid a negotiating disaster (p. 46-47).
Fundamentally, negotiation is all about each party's efforts to influence the other. Social interactions are all about influence. No person is an island. Yet most people never study influence in depth, and so they go through life, and negotiations, in constant ignorance of the forces of influence at work around and on them.
This book offers down-to-earth advice for learning to play the negotiation game. The authors walk the reader through every negotiating pitfall and opportunity. In the preface the authors tell the readers "we don't make this stuff up." This book is grounded in lots of solid research. I really enjoyed reading it.
The following are some notes I took while reading this book that you might find helpful:
According to the authors, individuals who master negotiations are rated high in emotional intelligence by their peers, tend to be promoted more rapidly, are more productive and emerge as natural leaders. Whether it's sales, customer service, engineering, management or any other area of business, negotiation skills play a surprisingly large role in career success. This, then, is the negotiation imperative: Recognize the many times each day you have to negotiate and influence others. In doing so, treat these as opportunities to advance your personal goals, help your business prosper, and build stronger supportive relationships in a widening business and professional network.
The authors' research shows that the business that negotiates better generally grows and prospers faster than others.
According to the authors, to choose the right negotiating strategy, you need to address these two important factors: the outcome and the relationship. When considering the outcome, you need to ask yourself what you will win or lose on the substantive issues in negotiation. When considering the relationship, you must ask how the negotiation process, and the specific outcome settlement, will affect your relations with the other player now and in the future (p. 22-23). Consider the following story: A comedian found a creative way to cope with a landlord's expectation for a bribe. Wanting to rent a five-room apartment in a new complex, he was told that he'd have to go on a waiting list, and wait about two years before getting an apartment. The comedian then ran his hand in his pocket and dropped a thousand dollars in the trashcan, and left. About a half hour later his phone rings, and the landlord tells him that he has one apartment left. The comedian immediately signs a five-year lease. About four days later, the landlord calls the comedian. "Mr. White, that money in the trashcan was counterfeit." The comedian replied, "I know, that's why I threw it away!" The comedian's style didn't do much for the relationship, but it got him what he wanted at a bargain price (p. 76).
In Lewis Carroll's `Alice in Wonderland', the Red Queen is a petty tyrant who fails to flex her style to the circumstances. "The Queen had only one way of settling all difficulties: "Off with his head!" she said without even looking around." The master business negotiator should not act like the Red Queen. There are multiple styles and strategies of negotiation, and the master negotiator should assess the situation before choosing which one to use (p. 38).
According to the authors, your mastery of the arts of power and influence not only puts you in control of your negotiations, but also inoculates you against a great many ploys and tactics that will be used against you. Some negotiators have won over and over by using just one or two of the more potent techniques. There are several major tactics you should be aware of and protect yourself against. These are (p. 239-244):
1. Watch out for cascading yeses. If you are being maneuvered into agreeing repeatedly, the other party is herding you in his or her desired direction. Never let yourself be herded.
2. Watch out for power plays. Do you always have to accommodate more powerful players? You can defend against power plays by recognizing that you do have control over the outcome in every negotiation or interaction. This isn't a hostage situation; you have a lot more choice than you think.
3. Watch out for strange requests. Research shows that an unexpected request has considerable persuasive power when used in certain ways. Defend against strange requests and unexpected behavior by focusing away from the behavior and evaluating the substance of the request or position instead.
4. Never let someone get you intoxicated during a negotiation. Don't try to negotiate over a lunch or dinner where alcohol is being served. Drinking and negotiating don't mix.
Goleman, a psychologist and author of the best-seller `Emotional Intelligence', provides the following insight to negotiators: "Just as the mode of the rational mind is words, the mode of the emotions is nonverbal. Indeed, when a person's words disagree with what is conveyed via his tone of voice, gesture, or other nonverbal channel, the emotional truth is in how he says something rather than in what he says." (p. 59).
There are some very practical and amusing stories and anecdotes throughout the book. Sometimes you try to negotiate, but the other party acts as if he doesn't care. A chronic borrower begged an old friend to lend him a hundred dollars. I'll pay it back the minute I return from Chicago," he promised. "Exactly what day are you returning?" the friend asked. The man shrugged. "Who's going?" (p. 197).
The authors warn about losing one's cool in negotiations. They cite as an example the exchange between Vice President Richard Nixon and Premier Nikita Khrushchev of the Soviet Union in 1959. Nixon initiates it by trying to explain that the United States and the Soviet Union shouldn't get engaged in angry threats and ultimatums. But Khrushchev's immediate angry response throws Nixon off balance, and soon they have exchanged threats--precisely what Nixon meant to avoid (p. 66).
Nixon: The moment we place either one of these powerful nations, through an ultimatum, in a position where it has no choice but to accept dictation or fight, then you are playing with the most destructive force in the world.
Khrushchev (flushed, wagging a finger near Nixon's face): We too are giants. If you want to threaten, we will answer threat with threat.
Nixon: we never engage in threats.
Khrushchev: You wanted indirectly to threaten me. But we have means at our disposal that can have very bad consequences.
Nixon: We have too.
The authors say that we need to be aware of the self-fulfilling prophecy: something we believe so strongly that we actually make it come true. It often happens in negotiation when one party expects the other to behave in a particular way, and, as a result, actually makes the party behave that way. This tends to happen if the other party is using competition because they think you are, or you are using competition because you think they will be. Anticipating that the other is going to be competitive, we prepare to be competitive ourselves. The cues we give off in this preparation--our language, tone of voice, gestures, and behaviors--let the others believe that we intend to be competitive. So they behave competitively, which confirms to us that our initial assumptions were right. In essence, we can make the other party competitive by behaving competitively. When we adopt this strategy, we need to understand that we may be making the other side more competitive than might otherwise be necessary or appropriate (p. 89-90).
This is really a great "how-to-guide" to negotiation, and you'll find yourself referring to it often before tough negotiations.
A comprehensive guide to negotiation .......2007-07-20
Authors Roy L. Lewicki and Alexander Hiam clearly are familiar with the academic research governing negotiation, but they don't let this direct, pragmatic guide get bogged down in it. In fact, they use many real life examples to clarify their advice. Lewicki and Hiam don't add that much new material to the study of negotiation; experienced negotiators will find much of what they say familiar. However, they deliver a strong, methodical, hard-headed approach. They break negotiation into specific skills, concepts and activities that anyone can study and learn to do more skillfully. At the same time, they are realistic about the challenges involved - and about the fact that sometimes other considerations (such as power or apathy) trump negotiation. They present all this with useful traces of humor. We recommend their book to everyone who is serious about learning the art of negotiation, especially novices.
Working Guide to Making Deals and Resolving Conflicts.......2007-02-20
The authors argue that style is one of the hallmarks of the master negotiator.
Roy J. Lewicki, a business professor at Ohio State University and Alexander Hiam, a consultant, argue to master every negotiating opportunity and resolve conflicts, you need to adjust your approach. By considering the importance of both outcome and relationship, you can adapt your tactics to the situation.
The following strategies can be adapted:
* Avoiding - otherwise known as Lose - Lose. The priorities for both the relationship and the result are low. Neither is important enough to pursue the conflict further.
* Accommodating - otherwise known as Lose to Win. Importance of relationship is high; importance of the result is low.
* Competing - otherwise known as Win to Lose. Importance of result is high; importance of relationship is low.
* Collaborating - otherwise known as Win - Win. Importance of result and relationship is high.
* Compromising - otherwise known as Split the Difference. A combination approach.
The authors state it is important to prepare for the negotiations. They offer an eight step method:
1. Define the issues and goals.
2. Order the issues and agenda.
3. Analyze the other party.
4. Define the underlying interests.
5. Consult with interested parties.
6. Set goals for the process and outcome.
7. Identify you own limits.
8. Develop supporting arguments.
As you interact with the other party, it is important to recognize that everything you do and every decision you make is part of the negotiation. The authors advise following these rules to pilot the middle ground in a competitive negotiation.
1. Stick to your planned target and walk-away points.
2. Do not reveal your target until you are close.
3. Never reveal your walk-away point.
4. Get the other party to make big concessions.
5. Keep your concessions few, slow and small.
6. Investigate the other party's level of concern for the outcome.
This book is an invaluable resource for anyone facing a negotiation. And who isn't? The skills and techniques discussed by the authors will prepare everyone, from the high-powered business executive to the person facing informal day-to-day challenges of selling, buying and getting along with colleagues.
Book Description
George Kohlrieser—an international leadership professor, consultant, and veteran hostage negotiator—explains that it is only by openly facing conflict that we can truly progress through the most difficult business challenges. In this provocative book, he reveals how the proven techniques and psychological insights used in hostage negotiation can be applied successfully to any personal or business relationship. Step by step, he outlines the seven key factors that anyone can use to remove the blocks that stand in the way of resolving tough problems and shows how business leaders, in particular, can develop and access the skills they need to create trust and a positive mind-set in their companies.
Customer Reviews:
George Kohlrieser Is A Genius!.......2007-05-01
George Kohlrieser understands the brain. Hostage at the Table is packed with wonderful insights into how your mind works....in business and in life. It is a readable book and I thoroughly enjoyed it. George has a gift for making the complex clear and easy to understand. He has connected up some very important dots regarding leadership and the brain. Chapter 2 is worth the price of the book alone! I am giving a copy to each of our kids.
Terry Small
president
The Terry Small Learning Corporation
Why you shouldn't let yourself be held hostage at work.......2007-05-01
If a dangerous criminal was demanding a one-way ticket to Venezuela as he threatened to blow your brains out, the person you would most want to see coming onto the scene is author George Kohlrieser. A psychologist and veteran hostage negotiator who has diffused explosive situations around the globe, Kohlrieser now applies his knowledge, motivational insights and techniques to the business world. He contends that conflict resolution is not difficult if you understand how human self-esteem operates. The basic negotiating principles he presents may have been noted in other psychology and business management texts, but Kohlrieser's credibility and unique approach give his ideas an added kick. For example, he uses real-life hostage negotiations to illustrate his points. We think you'll find that this whole package is definitely a nonnegotiable demand.
A masterpiece in terms both of content and reader friendliness! .......2007-04-12
This book is a masterpiece in terms both of content and reader friendliness!
It is a distillation of the wisdom from an extraordinary, life long, experience of the author, on countless business - and not only - leadership settings, practically in any part of the world.
The reader will be walked through "an emotional experience that will stimulate his heart, mind and spirit", so that - in a unique practical way - will be taken to "new places in his personal and professional life".
He will understand (1) the power of the mind's eye (the way we view the world - "weltanschaung"), (2) the primary need ("just like air, food and water") of a secure base ("never to be left without one!") that results from bonding to other people and from bonding to stimulating concepts (goals, countries, objects, beliefs, religions...) and (3) the art of conflict resolution (through effective dialogue, negotiations and E.Q. management).
Based on the above ideas, Professor George Kohlrieser is showing to all of us how to live with a "hostage-free state of mind" and to achieve high performance in our lives and our corporations.
George concludes: "Take time to reclaim yourself and decide to be who you want to be. Live life as an adventure, a journey, and view it as an opportunity to learn, to contribute, to grow every minute, every hour, every day. Accept the tremendous power that is within you, and, with humility, make the choices that you want in order to enable your life to be fulfilling with a hostage-free state of mind".
Personally, I would like to express publicly my sincere gratitude for the opportunity that I had to read this exceptional book. I have no other words but to recommend this book for everyone who wishes to become an effective leader for the benefit of his company, himself, his family, his friends and associates, and the world as a whole...
Review by:
Emmanuel C. Kondylis, Ph.D.
Professor of Strategic Leadership and Director:Management Unit & MBA Program,University of Piraeus (Greece),
also
Chairman:Tourist Development Company, S.A.
Authentic source of insights for business leaders.......2007-04-11
"George Kohlriesers outstanding book takes a thought-provoking, engaging and in-depth approach to key questions related to peak performance. An authentic source of insights for business leaders who are in search of potential and exellence in their organization."
Heinz Kaegi, emPower-Mentor, Author, Founder of Kaegi emPowerment Ltd
Hostage at the Table- good reference.......2007-04-10
I found this work to be a good reference to a collection of many other works. I would not consider this a book for "reading." It has some useful gems, but is sometimes redundant and repetitive.
Amazon.com
Get More Money on Your Next Job: 25 Proven Strategies for Getting More Money, Better Benefits & Greater Job Security, by employment attorney and human resource executive Lee Miller, is a compilation of tactics that anyone can use to negotiate optimum deals when changing jobs. Outlining overall principles along with specific techniques, the book details how employment candidates can boost their cause by properly responding to questions--and in turn asking the right ones--during the interview process. Get More Money on Your Next Job also offers advice especially for women and the unemployed, and information on using headhunters and other professionals in a job search.
Book Description
Maximize your bargaining power and get the best package possible, with the help of a seasoned professional who has negotiated hundreds of employment packages. Lee E. Miller—human resources executive, college professor, and counsel to numerous Fortune 1000 companies and senior executives—prepares you for every step of the process, disclosing secrets that can garner a higher salary, better benefits, bonuses, and little-known perks. Twenty-five can't-miss techniques plus "10 unbreakable negotiating commandments" provide invaluable help and information for everyone who works for a living, at every level of employment.
Customer Reviews:
Excellent for executives below C level.......2004-08-26
This book is full of information and negotiating strategies that are very useful for more junior executives, where hiring an employment attorney is probably not necessary. It enables you to do a decent job of getting the most you can without going over the line. It is especially good at giving practical examples that can help you make tradeoffs that create win-win outcomes (most negotiating books have this concept but are too abstract). Finally, it is very helpful in making sure you are protected if things don't work out. I bought some of the other recommended books in this category, but they are much too basic if you are an executive.
Its worth the money.......2004-05-18
I bought this book recently when I was changing my job. I was desperate to take the new job and would have taken the job even without negotiation.This book provided me the strategies to increase my salary by almost 10%. The book has several good examples ( that fit very well atleast to my situation ).
A must read even if you are not changing jobs.
Excellent book on negotiating.......2003-02-11
Excellent book - The author's approach is very logical and he clearly has the experience to validate his comments. He uses sound principles, excellent examples and memorable quotes. I would definately recommend this book - an excellent book which is hard to put down.
This is a great read!.......2002-11-16
I actually took Prof. Miller for a course in negotiating and he was excellent. If you're not lucky enough to get to see him in person, read this book. He was on the management side and knows what they're thinking. If you incorporate some of these techniques in negotiating your next salary you will come out ahead. Also, most of these techniques can be applied to any negotiation. Read it, you will not be disappointed.
Practical and useful guide.......2002-04-07
Great book. This book covered everything I needed to know to get a great salary and perks that I would not have thought to ask for. It was very readable and the advice was easy to use. I would recommend this book to anyone changing jobs.
Book Description
In today's global business environment, an executive must have the skills to navigate all stages of an international deal. The Global Negotiator provides business executives with exactly these skills and knowledge. Whereas most books on nego-tiation end when the deal is made, Jeswald Salacuse guides the reader from the first handshake through the intricacies of making an international joint venture succeed and prosper-or, should things go poorly, how to get out of a deal gone wrong. By illustrating the many ways in which an international deal may falter and the methods parties can use to save it; by providing the necessary technical knowledge, such as putting together letters of credit and a variety of legal agreements; and by exploring the tranformations of the international business landscape over the last decade, The Global Negotiator is an invaluable tool for the international bus-iness person.
Customer Reviews:
Outstanding.......2003-07-14
Roger Fisher, Director of the Harvard Negotiation Project and author of Getting to Yes, has written for the book jacket that The Global Negotiator "...is the best book I know to help business negotiators expand their skills to meet the needs of negotiating internationally." It is high praise and well deserved.
The author, Jeswald W. Salacuse, is the Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, and a member of the Steering Committee of the Harvard Program on Negotiations. Professor Salacuse has an extensive background in international negotiations. He has participated in negotiations involving persons from over forty countries, spent years living abroad and explored the field of global negotiations through research and teaching involving hundreds of international executives, lawyers and officials.
This is a guidebook about "making, managing, and mending international business transactions" (p.viii). Its aim, Professor Salacuse tells his reader, "...is to equip business executives, students, lawyers and government officials to navigate each of these stages effectively" (p.3).
Unlike most books on the art of negotiating, Professor Salacuse goes far beyond making the deal and gives careful attention to managing and repairing deals once made. It is, therefore, a work with special insight and value for the negotiator. Let us examine some of these insights.
The central issue in global negotiations, Professor Salacuse tells the reader, is about the nature of the deal itself. "Is it a contract or a relationship?" (p. 20).
The answer to this seemingly simple issue should be at the heart of the preparation for any negotiation. Alas, far too often, it is a topic casually addressed by negotiators. Ideally, it should be both a relationship and a contract in most deals.
In fact, however, in American practice the contract often takes the central focus. As unfortunate as this approach may be, its problems are amplified in an international arena in which the goal of a potential partner in a negotiation may be a relationship and the contract is secondary. Neglecting that core difference in expectations may not only destroy the possibility of reaching a deal, but also imperil the success of future fulfillment of any agreement reached by the parties. Without clarity on this matter, any agreement may be founded on the most fatal of flaws: the failure of the parties to have a meeting of the minds.
"A deal is a prediction. A negotiation is always about the future," Professor Salacuse states (p.62). It is a true statement about all deals whether local or global, but particularly significant in the cross-cultural environment.
The wise negotiator recognizes that negotiators are "inherently incapable of predicting all of the events and conditions that may affect their transactions in the future" (p.65). Additionally, due to resource constraints and cultural differences, the understandings and expectations of the parties are rarely capable of being fully captured in the written contract. Given these factors, Salacuse concludes, may be "more realistic to think of the transaction as a continuing negotiation" rather than a deal fixed in time. (pp.185-186).
"Various studies," Professor Salacuse writes, " have found that between 33 percent and 70 percent of international alliances surveyed eventually broke up" (p.194). Given this record, the author approaches international negotiations and agreements as encompassing three distinct, but closely related essential areas: making the deal, managing the deal and mending the deal. His approach is cross-cultural, practical and insightful.
The global negotiator will find a lengthy and thorough guide to preparing and negotiating international agreements. The author takes the reader through such matters as selecting the place for the negotiations to recognizing and managing the many cultural differences that will be encountered and need to be overcome in an international deal. We find advice on handling cultural barriers ranging from concepts of time and differences in styles to the structure of the deal itself.
Additionally, the author examines such critical matters as who's law will apply, dealing with foreign government officials at the table, and the complexities as moving money and sharing risk among the parties. It is a wide-ranging and complete exploration of the field.
Importantly, Professor Salacuse moves from negotiating the deal to examinations of managing and mending international agreements. Treated for clarity as separate sections, these topics are intended as elements to be explored and included in the negotiation of the basic agreement itself. How will the parties manage the relationship is a critical question. There is valuable advice on planning for this process in the second section of his work.
In the last section of his work, the author turns to the third vital area of global negotiations: deal mending and dispute resolution. If we know that disputes and changed circumstances are probable, then prudent negotiators need to include methods of handling these matters in their original agreement.
Professor Salacuse explores three types of renegotiations that are expectable in the life cycle of the deal: post deal, intra deal, extra deal (p.229). He then turns his attention to the need for the parties to plan and incorporate into the deal method for resolving disputes. Here, the author again provides a thorough discussion of the operation, benefits and disadvantages of the international dispute resolution options along a continuum ranging from negotiation through mediation to arbitration and finally to adjudication. It is a valuable review.
Readers will find a rich appendix section, including a top-notch global negotiator's checklist, a detailed primer on international business transactions and an extensive bibliography of suggested further reading.
Truly, as Roger Fisher concluded, "this is the best book" in its field.
My highest recommendation.
John D. Baker, Ph.D.
Editor, The Negotiator Magazine
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General | Business & Investing | Subjects | Books
Getting to Yes: Negotiating Agreement Without Giving In
Negotiation: Readings, Exercises, and Cases
You Can Negotiate Anything
Start with NO...The Negotiating Tools that the Pros Don't Want You to Know
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
