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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.
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.
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.
After reading Getting to Yes, the templates in this book did not feel very helpful at all. A lot of this felt redundant and were common-sense adaptations of the one main chart that you are taught to use. My professor made us get it and (1) did not ask us to use it, and (2) didn't even recognize some of the charts when they were used. In fact, she gave people who used charts in this book "0's" for "poor formatting"...
This book is as practical and useful as it was when it came out years ago. I recently bought this electronic copy so some clients could see in on a project, There are many useful models to work with and it is certainly worth the price.