- Paperback: 180 pages
- Publisher: McGraw-Hill Education; 1 edition (March 22 2002)
- Language: English
- ISBN-10: 0071387579
- ISBN-13: 978-0071387576
- Product Dimensions: 15 x 1.3 x 22.6 cm
- Shipping Weight: 340 g
- Average Customer Review: 7 customer reviews
- Amazon Bestsellers Rank: #555,984 in Books (See Top 100 in Books)
Negotiating Skills for Managers Paperback – Mar 22 2002
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From the Publisher
Sidebars that are designed to break up the narrative and provide extra information, such as a definition, a tip, an anecdote, or a caution. Easy-to-read in one weekend or less. Written specifically to help managers understand the whys and hows of managing multiple projects. Includes numerous easy-to-use tools for managing multiple projects.
From the Back Cover
Negotiating Techniques for Achieving Buy-In from All SidesWhile Ensuring Your Primary Goals are Accomplished
The skill to negotiate effectively is essential in today's give-and-take management environment.Negotiating Skills for Managers provides the tools you need to understand and prepare for each negotiation, along with proven methods to subtly and skillfully guide it to a successful conclusion. Turn to this latest addition to McGraw-Hill's skills-based Briefcase Books series for hands-on techniques you can utilize to:
- Discover each party's hot button issues, and ensure they are addressed and satisfied
- Overcome cultural barriers to develop understanding and agreement between parties
- Use The Interest Map©A crucial tool for preparing an airtight pre-negotiation strategy
Effective negotiation shouldn't be a hard-fought battleground, with one side bent on destroying the other. LetNegotiating Skills for Managers show you how to negotiate with tact and skill, accomplishing your own personal and organizational objectives while creating non-adversarial agreements that will stand the test of time and the destructive pressures of the marketplace.
Briefcase Books, written specifically for today's busy manager, feature eye-catching icons, checklists, and sidebars to guide managers step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:
- Clear definitions of important terms, concepts, and jargon
- Tips and tactics for conducting successful negotiations
- Insider tips for implementing this book's practices
- Practical advice for minimizing negotiation mistakes
- Warning signs for where things couldand often dogo wrong
- Stories of negotiations that have gone wellor not so well
- Procedures, techniques, and tactics you can use in your next negotiation
Top customer reviews
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Mr. Cohen gives some special tips on how to get ready for negotiations and then discusses "Stakeholders, Constituents and Interests." These factions are the ones that establish the power balances within the negotiation.
The book gives succinct and very understandable advise for managers who need to learn a bit about productive bargaining to assist them in doing their jobs. The book is recommended for all who negotiate, either experienced or novice, as the book serves to reinforce and remind even senior negotiators of tools and techniques and how they can be used.
... The organization of the book makes it easy to go back and forth to examine how concepts it presents relate to each other.
... The book's examples from real life give someone with real-world negotiating experience Œhooks' for relating their own war stories to a clearly-described philosophy and set of techniques.
... Unlike other negotiation books, this one has an index that makes it easy to review concepts after one's initial reading.
... Until I read the book, I had never understood the concept of BATNA; now this fundamental part of negotiation is much clearer to me.
... Perhaps the most valuable element Negotiating Skills for Managers presents is the Interest Map a preparation tool that has already saved me considerable time in complex negotiations.
While the book contains a lot of deep philosophical ideas, it is useful for someone whose negotiating experience is limited or whose confidence needs boosting. I recommend it highly.
Anyway, my point is that there are numerous texts on negotiation skills, creating and relaying value, cross-cultural issues in negotiations and any number of personal and environmental factors involved in any given negotiation.
However, I believe the author does a very poor job in this book in providing [cost of book] worth of substance. Points that are made early on in the book are drudgingly rehashed over and over again, as if the author is trying to fill pages like I admittedly used to do with 7th grade class reports. Except that I used to paraphrase the Encyclopedia...which had some interesting points. This author has a knack for the obvious and fails to point out any valuable case studies. Most of the "grey-window box" cases presented, sparse as they may be, relate parochial stories of how a husband and wife "negotiated" the picking up of clothing on the floor by understanding the underlying wife's concern...not to trip on the pile of clothes. Again, a fairly weak example to use in business dealings. I mean, c'mon, the name of the book is "Negotiating Skills for Managers" I can understand an occasional side-bar on ways to apply these (skills?) to other aspects of your life, but the ratio of little stories to actual examples of business dealings or cross-cultural negotiations is about 100:0. The author NEVER cites a substanial business negotiating example.
One grey-box cites this scenario;
"More recently, my wife and I had dinner (without reservations) at a Japanese restaurant in our town. We patiently waited for a table. Once seated, the food came very slowly; obviously the kitchen was overburdened. Our waitress did not wait for us to ask; she brought us an extra carafe of hot sake on the house." (Page 160)
It's a nice story about a restaurant aware of their poor service and attempt to make up for it with some free sake. Good for that restaurant...that IS smart service. BUT, where was the negotiating? <Who> negotiated <What> in this scenario?
"One of the tricks negotiators sometimes try to use is the good cop/bad routine in which one of your counterparts purposefully plays the tough guy while his teammate utilizes charm on you..." It continues, "Be careful not to accuse the other team of bad manners. Instead, say something like, 'I feel as if I am being good cop/bad copped in this negotiation and it is not bringing me any closer to agreement"
What kind of negotiations are we referring to here? Used car sales? You MUST be joking. In all of my professional business dealings either domestic or abroad, I have never run into such juvenile tactics, except for one teenager selling used Ford cars. (if you stretch to call this a professional business dealing)
To be fair, there are some real points in this book, albeit mostly common sense. (for example, keeping emotions in check when negotiating and approaching it from a win/win situation, not a war or competition to see who can come out ahead.) However, these points could be covered in a five-page document, double-spaced, minus the little grey-boxes, and turned in to the 7th-grade teacher, who would probably give it a 'B.'
Please! If you REALLY still want to read this book, save your money and send me an email. I'll be happy to send you my copy for free!
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