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Title: Successful Negotiating: Letting the Other Person Have Your Way by Ginny Pearson 8 Steps for Highly Effective Negotiation Barnes, Career Press, Career ISBN: 1-56414-359-7 Publisher: Career Press Pub. Date: May, 1998 Format: Paperback Volumes: 1 List Price(USD): $10.99

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Average Customer Rating: 2.5 (2 reviews)

Rating: 2
Summary: Good on paper, not in practice
Comment: In order for these well-thought-out, simple guidelines to work, you have to be involved in a professional atmosphere in which negotiation is possible. The guidance and counsel offered in this book simply will NOT work with, say, a micromanager hung up on getting things done HIS way or no way at all. I have loaned this book to several co-workers who have concluded the same.

If your work place is open to professional input and ideas for improvement (even where office politics run rampant), the book might work. But if your work place is run by an aggressive, incurable micromanager (who continues to deny that he is one) your money might be better spent in, say, therapy.

Rating: 3
Summary: A Solid Effort!
Comment: Ginny Pearson Barnes’ book declares that negotiations should not be wars of attrition or clashes of egos. Instead, they should be mutually beneficial dialogues that involve an open exchange of ideas, mutual respect and a celebration of differences. Sound a little simplistic? Perhaps. But the book is crisply written and covers all the points that one would expect: determining which side of a negotiation holds the power, using body language to your advantage and crafting fall-back positions. While some of Barnes’ advice, like finding satisfaction in defeat, will sound a bit trite to hardened negotiators, she does present some interesting bargaining-table techniques, including some innovative ways to derail a domineering opponent. Nevertheless, veterans of hard-fought deliberations likely will find Successful Negotiating a bit soft in detail, so we [ ...] recommend the book to rookie negotiators who want to know what to expect when they step into the smoke-filled room.