Getting Ready to Negotiate (Penguin Business) |  | Authors: Roger Fisher, Danny Ertel
Publisher: Penguin (Non-Classics)
Category: Book
List Price: $16.00
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Rating:  5 reviews
Media: Paperback
Edition: 1
Pages: 224
Number Of Items: 1
Shipping Weight (lbs): 0.5
Dimensions (in): 9.2 x 7.5 x 0.5
ISBN: 0140235310
Dewey Decimal Number: 158.5
EAN: 9780140235319
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Product Description
Individuals, corporations, governments, and labor unions all over the world have utilized the negotiating principles in Getting to Yes--which has more than two million copies in print in 18 languages. This companion volume incorporates the book's fundamental philosophy and advice into a useful tool to help each reader design the negotiating strategy that best suits his/her situation.
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| Customer Reviews:
 Provides Process, Framework, and Structure November 7, 2009
Sandy Scott (Toronto, ON)
1 out of 1 found this review helpful
Books like "Getting to Yes", the book on which this workbook is based, are great from a theoretical perspective, but they often leave a little to be desired when it comes to actually executing on the ideas and concepts they recommend. Unfortunately, many of them don't ever create a workbook like this that provides a process, framework, and structure to implement their ideas. "Getting Ready to Negotiate" is a great example of exactly what this kind of book has to do. I purchased the book for a particular negotiation I was preparing for and it was incredibly helpful. This, by the way, after having taken a lengthy negotiation course at business school. The way the book allowed me to structure my thoughts, evaluate the other side's perspectives, and as a result engage with them more effectively, allowed me to execute the negotiation patiently and effectively without offending the other side, nor losing any ground of my own. In the end, my negotiation led not only to better resolution, but helped the other side adjust their own policies which after my negotiation, they realized could be improved. Great book - if you buy it for just one interaction, it will be worthwhile.
 Nothing new from the book, but a helpful tool with high ROI March 3, 2006
A. Dwivedi (Canada)
6 out of 7 found this review helpful
Getting to Yes is an excellent book on negotiating, one that can be applied to almost any situation. For example, I've used the principles from the book in negotiations for:
- purchasing homes
- new jobs/salary/compensation
- purchasing enterprise software & business services
- purchasing media
- team/project situations
- etc.
While the workbook doesn't provide any new material, it does provide a helpful format for negotiation preparation. On any of the negotiations I listed above the book and workbook and have paid for themselves many times over.
Is it fantastic reading? No. Is it worth it's weight in gold/platinum/diamonds? Absolutely.
From theory to practice May 1, 2009
V. Lewis (Sonoma, CA USA)
1 out of 1 found this review helpful
Most of the negotiation books out there give theory and a few scenarios to make their points. This book represents the much-needed practical side of really preparing to negotiate. If you have gone through "Getting to Yes", this book is the logical next step. The forms are incredibly detailed and you can use your judgement about how deep you need to go. For a mega-merger, you'll be filling out all of these forms and more. Asking for a raise or more responsibility on your job, you might not go so deep. The point is, though, these worksheets provide the thinking ahead that you need about your views and the potential views/reactions of your negotiating partners. The examples in the book are clear and span a variety of situations. I encourage anyone who wants to move from theory to practice to buy this book and use the forms. You will think more clearly about the variable road ahead in your next negotiation.
 Excellent Book for Those Just Starting in Sales June 15, 2000
17 out of 25 found this review helpful
Although many of the strategies and prinicples in the book point out obvious everyday issues, it is helpful to see them in black & white. The book's techniques are actually quite simple and useful, but you must have determination for it to be effective. Confidence is something you can't gain just by reading a book; however, at least you can avoid some basic mistakes. Overall a very good book.
 A dozen of checklists blown up to make a book June 16, 2001
Igor Popovic (Perth, WA, Australia)
36 out of 49 found this review helpful
If you like filling lists and pro-forma negotiating "tools" go ahead, plenty of scope for a stiff wrist here, but if you are looking for a book that will really prepare you for a negotiation, forget it. The problem with books on negotiation is that most are either desriptions of the deals the author(s) clinched (self-aggrandizing), where a common fallacy is made ("It worked for me, therefore it will work for you") or soooo boring and uninspiring, that you would rather read a bus timetable to get some inspiration and motivation (without which you will not be a good negotiator, despite hundreds of check-lists you may make). This work fits into the second category. I suspect,as with most "workbooks" and sequels to relatively successful first works (such as "Getting to Yes"), that these quick follow-ups are mostly an attempt to capitalize and piggy-back on the previous work and "strike while the iron is hot" by regurgitating the same idea over and over. Read it (pardon, fill it in) if you have nothing better to do.
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