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Product Description
Product Description
Strategic Negotiation is a Good Books publication.
About the Author
Jayne Docherty is a Good Books author.
Inside This Book
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
3.5 out of 5 stars (2 customer reviews)
6 of 7 people found the following review helpful
4.0 out of 5 stars
Nor intended or marketed as a basic negotiation book, Oct 24 2009
By Jayne S. Docherty "Jayne Docherty" - Published on Amazon.com
This review is from: Strategic Negotiation (Paperback)
I'm sorry the previous reviewer found the book disappointing. It was not intended to be a basic book on negotiation. For that, I recommend the classic book Getting to Yes and the books that followed it such as Getting Past No. We tried to make clear on the back cover that this book is for those cases where the situation in which you are negotiating is not stable, in which case you need to apply the basic negotiation skills but ADD in a lot of attention to context AND use other tools such as dialogue processes in coordination with negotiation. This book does lay out steps for managing the complexities AROUND negotiations in unstable settings. If you use it with the tools from Getting to Yes and other books that focus on what happens at the table, you will have a pretty good set of tools for dealing with complicated negotiations. There is more to be written about this topic, but with a 90 page limit on the little books, it just hits the basics. Jayne Seminare Docherty
3 of 5 people found the following review helpful
3.0 out of 5 stars
New means of negotiating found but basics are not adressed, Jun 27 2006
By I. Collazo "Qwest Developing- SCO" - Published on Amazon.com
This review is from: Strategic Negotiation (Paperback)
I originally purchased this book with a feeling that it would help me become a better negotiator and that it would have some steps that outline effective negotiating strategies. After reading the book I was left with a sense of disappointment because the only thing that I can appreciate from this book is the author's focus on "negotiating context" which is what this book should have been called. It seems that explaining and understanding what "context" is , was the focus of this book. Basic negotiations are not really covered in this book if at all, at least not to the extent that a novice such as myself can use. Not a good book for a novice negotiator. In the end you get what you pay for here. THE BOOK COSTS $5. THE END.
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