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Getting Ready to Negotiate (Penguin Business)
by Roger Fisher, Danny Ertel
from Penguin (Non-Classics)
Customer Reviews:
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Avg. Customer Rating: 3.0 / 5.0 
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Nothing new from the book, but a helpful tool with high ROI 
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... more info
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A dozen of checklists blown up to make a book 
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... more info
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Excellent Book for Those Just Starting in Sales
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.
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