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By: George Siedel
Non-Fiction, Business Negotiating for Success contains valuable information for not only business professionals but for everyday life. George Siedel is a Professor at the University of Michigan, and he has a long distinguished career. His career includes serving as a visiting Professor at Harvard and Stanford and teaching negotiating seminars around the world to business leaders, entrepreneurs, attorneys, and many other professionals (About the Author page iii).
Siedel takes readers beyond win-lose negotiations to win-win (interest based) negotiations. There are many important concepts covered in the book. They include: deciding if it is beneficial to negotiate at all using (BATNA), psychological traps and tools, effectively finding a Zone of Potential Agreement (ZOPA), exploring ethical and legal issues, and the role of agents in a negotiation and when to use one.
Negotiating for Success is packed with practical negotiating situations from dividing a pizza to multi million dollar deals. This book is written in a way that even people with no business background can understand and apply what they have learned, but it also includes how successful professionals negotiate. The Appendices includes A. Negotiation Planning Checklist, B. Example of Completed Negotiation Planning Checklist, and C. Access Your Negotiation Style. The Appendices’ exercises provide insight into how you negotiate.
I found this well-written book to be extremely comprehensive and useful. This book is a smart investment if you plan on buying a house, a car, negotiating a raise, or negotiating a business deal. (It could save you money.) I would highly recommend this book to everyone.
This book has been translated into several different languages.
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