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Rating: 
Summary: Strategic Negotiation
Review: I have been reading negotiation books for over 20 years. All these books I read were good. But there was something missing in going from a negotiation book to a real business negotiation. "Strategic Negotiation" hits the nail on the head. This book is head and shoulders above any book on negotiation or any negotiation class that I have taken. The book is organized is a very methodical way with subject matter, stories and examples cleverly interwoven thoughout the book. The four-step process actually works.
This is a "must read" for anyone who is serious in being a world-class negotiator.
Rating: 
Summary: Inconsequential
Review: I just finished this book and must say that it will make an immense difference in my confidence during customer negotiations. I have read two other books on negotiations and have been through negotiation training at my company and finally I have something I can actually get my arms around, I only wish my customers were using the same process!
Rating:
Summary: Inconsequential
Review: I really can't believe that they keep writing books like this. I was hoping to get something new but it's the same story with a different package. The writers treat the readers like children and the "process" is nothing more than telling people to prepare for their negotiations. I didn't need another book to tell me that. Getting to Yes and Negotiating Rationally are much better.
Rating:
Summary: Great book, great process
Review: I strongly suggest this book, I work very complex global B to B deals and find the step by step analysis easy to follow and at the same time yielding powerful analysis. The writing style made me feel like I was talking directly to the writers.
Rating:
Summary: Strategic Negotiation
Review: It's a great book and a great process. The approach is simple common sense applied through a user friendly format. It works for just about any negotiation situation, and is especially good for selling/buying situations where you will have repeat encounters. True Win-Win negotiations are required in these cases, and this systematic approach results in maximum levels of satisfaction on both sides of the table. You are directed towards understanding the value to each side, what each want to achieve, their priorities, and the consequences of no agreement from which you can form a proposal. This is a refreshing opportunity for departure from the normal mode of operation where all buyers and most sales people jump straight to price and fail to explore the other important opportunities to form agreement.
Rating:
Summary: Exceptional....and it works!
Review: This book was exceptional! I have always considered sales negotiation to be " a necessary evil" of selling. This book helped me to realize that sales negotiation is an easy to understand repeatable & measurable process focused on what you "do" rather than what you "say". What I didn't expect was how well the 4 step strategic negotiation process fit within my existing sales process and takes it to a whole new level of value. Specific areas within the book that immediately helped: *BUILDS CUSTOMER RELATIONSHIPS: How the Strategic Negotiation Process builds the customer relationship not make it tense or adversarial. (The last book I read on negotiation offered 135 tactics and countermeasures on negotiation...how do you build a positive relationship by being reactive?) *NEGOTIATION BLUEPRINT: The CNA (Consequences of No Agreement)and Trade Analysis shed a completely different view of the sales opportunity helping my team realize what the real opportunity was. *WORKSHEETS: The worksheets spread throughout the book allowed my team to work a specific and challenging deal we were probably not going to win. As a result of using the process we were able to analyze the CNA, expand the ($)deal, trade a few high value items to both sides. As result our competition can no longer compete, the deal promotes a longer term, more valuable relationship to both sides. *THE 4 STEP PROCESS: As mentioned earlier...the negotiation process Deitmeyer details in the book blends well with our current sales process (we now call it the sales process on steriods) Each step builds from the previous helping my team recognize what and where the vulnerabilities are allowing us to focus in the right places with the right people on the right issues.
Rating:
Summary: One of too many ordinary books on an extraordinary subject
Review: What a book! While the content may seem at first glance (just) common sense, it is the first book of its kind that makes the negotiation dance a repeatable and controllable process, which is also suitable to be trained. Fortunately, it contains no war stories or a bunch of conceptually nonintegrated tactics. If you're looking for these, you'll find more then enough of them in other places. This books stands out in *not* containing them. Five shining stars.
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