The Negotiator Magazine

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Unt employs illustrative dialogue to make his points throughout his work. It is here that he is at his finest. We read a negotiatorís words as they deliver messages in alternative manners and then explore the expectable consequences of one style vs. alternative ways of dealing with the same matters. It is a valuable method.

A similar approach is used in exploring negotiations from the sellerís perspective. Again, we are confronted with key strategic choices, preparing a negotiating scheme and, of course, searching for potential avenues to create added value. Should the seller enter the competition at all? Should the seller make a minimum price offer? Should the seller propose alternative solutions? These are always the key questions every salesperson should ask and answer. Alas, too often they go unaddressed to the peril of the seller. They are all addressed in this book.

In his final section, advice on how to negotiate, Mr. Unt explores the bargaining process, concessions and the assessment of bargaining power. For those who struggle with the concession game, Unt offers a fine mini-tutorial on the subject. "Never give away anything," he counsels, "without receiving something in return" (p.129). Then, he turns to a consideration of a series of concessions moves that all negotiators will find valuable.

Anyone who purchases anything will find this book important. Anyone who sells, obviously, should find this thin volume must reading. It is an important work for negotiators in general who seek to create added value in their agreements.

Reviewed by John D. Baker, Ph.D., Editor and Publisher

This book is currently available through Amazon in the United Kingdom.

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

Negotiations Without a Loser [Amazon.com]

Negotiations Without a Loser [Amazon.co.uk]

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