management and leadership

As a professor of Organizational Leadeship and Conflict Resolution...as well as a practicing mediator and negotiator, I found this book to be of great interest. There are many books on negotiation that either focus on the simplistic bargaining tactics or the theoretical implications of negotiation. This text skillfully integrates both of these elements providing the reader with a comprehensive viewpoint as it relates to negotiation.

Of specific assistance were the many helpful examples and tips placed throughout the book. If I had to criticize the book, I would only say that it is not a simple read per se for the beginning negotiator. That is, there are elements of logic, weighted analysis and such that the novice negotiator may get lost in. Looking past that, there are many helpful tips, tactics and theories that any negotiator could benefit from.

Now if the price could just come down a bit (I'm negotiating), then this would be a perfect book for a course on negotiation!

The book is very well structured and extremely readable with real case problems. It starts off with the big picture of negotiation, leads to specific points, and includes toward the end a lot of "people skills" (likes social dilemmas or different cultures). The book is neately structured with a great conclusion at every chapter. Quantitative support is used only where necessary and therefore kept to a minimum. I recommended as a supplementary book to Getting to Yes (still my all time favourite) or The Art and Science of Negotiation (for the very serious student).

Thompson's book provides an easy to read guide for both the novice and experienced negotiator. While providing clear strategic advice on what to do at and away from the table, this book goes one step further by providing insights into the mental models of negotiators and the biases that can seriously hinder one's negotiated outcome. I used this book for a negotiation course at Harvard, and continue to refer back to it in my work and personal interactions.