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Other tips and operational prescriptions dot the book. Illustrative of this dimension of his work are such useful precepts such as “never take the first offer” or “never split the difference.” I leave these and other such wise sayings to each of you to ponder its truth.
Beyond the tips, you will also find an extensive section on tactics which should be of interest to the starting negotiator. Tactics range from such starting moves as flinching, through using silence as an ally and onto a section on recognizing and dealing with “dirty fighters.”
Perhaps the most useful section of this book is the suggestion that the new negotiator use neighborhood garage sales to practice their skills. It is a good suggestion. You will perfect your haggling skills, hone your ability to misdirect the seller from recognizing your real objectives and complete a positional negotiation. At the same time, however, you will have learned nothing about collaborative win-win negotiating. Negotiation, just as other life skills, requires breadth and understanding to make relationships strengthen, to create meaningful deals and to establish a basis for the fulfillment of complex and implementation of agreements into the distant future. This is not the book to accomplish that goal. It is, however, one more component of a negotiation education, but far too narrow to stand alone.
A book of limited interest.
John D. Baker, Ph.D.
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Copyright © 2007 John D. Baker
Copyright © 2007, The Negotiator Magazine