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Getting More: How To Negotiate To Achieve Your Goals In The Real World (2010)

by Stuart Diamond(Favorite Author)

4.07 of 5 Votes: 3

ISBN

0307716899 (ISBN13: 9780307716897)

languge

English

genre

Nonfiction

publisher

Crown Business

review 1: This book is a mixed bag. The author clearly knows negotiation strategy and tactics. He presents a somewhat more "touchy-feely" approach then I've read in the past. The best takeaways are framing/reframing, picture in other side's head, being incremental, and asking questions. These are all really good tactics and I have little doubt they work in the real world.Where the book goes off track is in the endless anecdotes. Perhaps greater than 75% of the book can be summarized mild variations on the following:Alice wants to buy a new watch. She goes to the dealership and finds the price is $30 more than she can spend. She asks the clerk whether there are any discounts she may qualify for while complimenting the clerk on her watch. The clerk makes a personal connection with Al... moreice who walks out of the shop saving $50! Alice is now a CEO of a watchmaker.After a while, these anecdotes seem trite and repetitive. I really don't care where Alice works now and repeating this same line for Alice, Bob, Carol and all their friends just gets tedious.
review 2: The book is full of examples of people who achieved many things simply being friendly and asking for discounts, as the person who told the telephone company that he is a client for a long time, and due to wrong address, he is paying late fees. The attendand withdrew the fees and also gave him two months of free service!! This is a bit outside the reality we live, where we hardly get something so easily. less

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