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Treat this book as a good foundational primer for learning to
successfully negotiate just about anything. Most of us are familiar with the
classic "positional approach" to negotiation — primarily because
that approach has been reinforced in our minds since childhood. These authors
promote the viewpoints (and I quite agree) that focusing on perceived
interests, rather than positions, is much more effective, and that "separating
the people from the problem" provides a better foundation for win/win
collaboration — especially if you expect to maintain a good working
relationship with the other party(ies) once the negotiation is complete. Although
there is more in this text about the "what" and the "how" than
about the "why," I recommend this book as a fast read for those who
want to start improving their negotiation skills quickly.
Overall rating:
Topic: Negotiation/Collaboration
About the Reviewer: Yvonne T. Ryan,
The Techie Leadership Coach, provides practical coaching and education to technical
professionals seeking to improve their leadership skills and/or advance their career.
Her particular focus is on middle management and team leadership. For more
information, go to:
Yvonne T. Ryan».
© 2009 Yvonne T. Ryan and Leader's Edge CA. All Rights Reserved.
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