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importance of listening, asking good questions, setting high aspirations, engaging in problem-solving and focusing on achieving satisfaction as some of the attributes that must be followed for success.  Each of these elements is well-covered in the book.

Having established that everything is negotiable and explored the qualities that are necessary to success in negotiation, the author then leads his reader through a series of negotiating tactics to advance their case.   You will find many techniques which in one form or another play either supporting or leading roles in negotiations.  Whether or not you choose to employ them, they demand your acquaintance as likely players in the negotiation arena.

This boot camp’s purpose is to prepare its readers for victory in negotiation.  “Week Eight,” for example, “provides a rundown of twenty commonly used negotiation tactics, and my … [Brodow’s] … advice for how to deflect them when they are used against you as well as how to use them to gain advantage over others” (p. 112).

Let us see what we have here and what sort of advice the reader will receive on tactics. 
”The flinch,” leads the author’s tactical listings as “the most frequently used negotiation tactic”   Those startled outcries, physical double-takes, and looks of incredulous horror, shock or ridiculousness that convey “the flinch” are known to almost all of us.  The author’s advice includes a set of responses for when the tactic is employed against you and a recommendation to use the tactic yourself.

Following “the flinch” are such tactics as sob stories, competitive squeezes, nibbles at deals for additional advantage after the terms are supposedly completed and more common techniques such as claims of limited authority, surprises and good guy/bad guy ploys.   In each case there is defensive advice and competitive advantage assistance.  You, of course, must make the final decision on the ethical implications of any tactic and its role as a servant to the nature of the deal relationship you seek to create in the process.
An excerpt from the book, supplied by the author, precedes this review and gives you a sense of his writing and his approach to the power of walking away, one of his tactics,.
  
If you’re looking for a solid work on negotiation for yourself or for that organization that ought to be trained in the skill, this is a book you need to read. 
 
This is a book for all negotiators who are beginners in the field as well as those who are practitioners but looking to advance their skills. 

 

John D. Baker Ph.D.
Editor

'3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals Negotiation Boot Camp: How To Resolve Conflict, Satisfy Customers, and Make Better Deals [Amazon.com]
'3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals Negotiation Boot Camp: How To Resolve Conflict, Satisfy Customers, and Make Better Deals [Amazon.co.uk]
'3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals Negotiation Boot Camp: How To Resolve Conflict, Satisfy Customers, and Make Better Deals [Amazon.ca]  

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January 2007