The Negotiator Magazine

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Reader's Review

John Baker

Along with advice on designing your own strategy and tactics you will find the equally critical advice on how to counter the same or similar tactics when they are used by other parties. If the other party insists that market value, precedent, tradition, expert opinion or institutional policy must govern the proceedings, how does the negotiator challenge and counter these positions? Unlike, many books in the field, Gain the Edge provides its readers with sound advice on the choice of options that are available to them and proven to work. One can ask no more of a book on negotiating skills. This one delivers on its promise.

Readers will find a wide variety of negotiation elements in these pages. Latz ranges widely across the field offering advice on ethics, an examination of the advantages and disadvantages of first offers, suggestions on managing expectations and an explanation of fundamental techniques such as the power of reciprocity and how to use it in the arena. There is far more in this carefully thought out and well crafted work than this review can touch upon.

The book has notes and an index, but does not include a bibliography.

Highly recommended as a negotiation skills book.

John Baker, Ph.D. Editor

As a service to our readers, you may order this month's Review's Review selection by clicking on the appropriate icon below:

'Gain the Edge: Negotiating to Get What You Want' Gain the Edge: Negotiating To Get What You Want [Amazon.com]

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