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Title: Guerrilla Negotiating: Unconventional Weapons and Tactics to Get What You Want by Jay Conrad Levinson, Edward Lewis ISBN: 0786117672 Publisher: Blackstone Audiobooks Pub. Date: May, 2000 Format: Audio Cassette Volumes: 1 List Price(USD): $44.95 |
Average Customer Rating: 4.2
Rating: 3
Summary: Negotiating primer....not much more.
Comment: Being in the professional negotiation game, I thoroughly enjoy reading books which describe and tutor the subject. Although the current market is lousy with negotiating treatises, there are a few that stand out. Fisher and Ury's GETTING TO YES seems to be my favorite, one I return to time and again. However, I believe it healthly to step outside conventional wisdom and somewhat static norms to expand one's knowledge base. Although I had no idea of the content, quality or readability of GUERRILLA NEGOTIATING, I took a flyer on it as it "looked" like it might be of some interest.
Authors Levinson, Smith and Wilson have been working together for some time now promoting the "Guerrilla" books, seminars, tapes, etc. and have been quite successful, commercially. Although this is my first "Guerilla" book, I know of their successes and common acceptance within many business circles. However, I don't judge a book or theory based on the opinions of others so, of course, I had to buy this book to determine if it had the content described in the hype.
The easy answer is that yes, indeed, this book contains the basics of negotiation theory and time-tested schemes and strategies. The problem I had with GUERRILLA NEGOTIATING was its complete lack of fluidity and cogence. Its almost as though the authors "bulleted" the book and a ghost writer took their words verbatim without the benefit of explanatory offsets. This book does very little to describe complex situations with offered solutions and options. Remember, when reading a non-fiction book AND if one is a serious reader of non-fiction, the reader will be looking for that ONE gem within the book to add to his/her repretoire. This book is basic in nature and lacked the ability to truly explain the negotiating process. Without an explanation of the framework and processes, a new negotiatior will be totally lost. And, if one is attempting to put to work the Guerrilla tactics, they will most likely present their case in a staggered, illogical, and perhaps, unprofessional manner as the authors failed to bring together the process of "beginning-to-end." This is my main gripe about the book.
To say that the book is not "Guerrilla" in nature would be a dramatic misstatement. The authors present a variety of tactics to move negotiations along including, well, a water gun. Yep, a water gun. The authors posit that if negotiations are bogged down or if you are having a difficult time moving a decisionmaker, bring a water gun to the table and threaten (or begin) to shoot him. Now, in a sales setting and depending on the sophistication of the other party, this "might" work. In a professional setting, this is tantamount to death. Lack of common sense given the facts and circumstances of a particular situation can be the death knell of a pending transaction.
Nevertheless, I cannot say this is a bad book. The book presents the materials necessary for the new negotiatior and, even some level of information for the seasoned negotiator. It is interesting that once a negotiator establishes a style, he/she just looks for ways to enhance that style. This book could fill that role.
Bottom line....if you're new to negotiating, this book will provide "glimpse-level" insight into the process. Don't look for the proverbial outline, its not there. The book doesn't present the reader with a process toward successful negotiations or even negotiation theory for that matter. On the other hand, the book does present the reader with a trove of summarized negotiating nuggets that will most likely be beneficial to many initiates. Further, the book provides summary resource materials.
CONTENT = great; READABILITY = poor.
Rating: 5
Summary: everyone in business should be forced to read this book
Comment: The overall theme of the book is excellent. Negotiations are not a zero sum, winner take all exercise. A truly successful negotiation is one in which both (or all ) parties leave satisfied and in better shape as a result of the agreement than they would be without it. Too many people in the business world take the old track and think that they need to win, and that everyone else must lose, a mindset that is distructive for themselves, customers, suppliers and anyone else they do business with. That is why this book is a must read. It also supplies examples for increasing the size of the pie before dividing it, ways to recognize predatory negotiators, how to defend against their strategy, and most importantly what YOU need to do to prepare for and conduct a successful negotiation.
Rating: 5
Summary: Guerrilla's are the way to go!
Comment: I picked up this book because I work in the automotive sales industry, and I have been very impressed with everything that is contained in its quick-to-read pages. It is filled with ideas for anyone who is ever in any type of sales or negotiating situations, which is really everyone. The anecdotes are fun to read and filled with practical ideas, and the insights into human psychology are astounding. I highly recommend this book to ANYONE!!
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Title: Guerrilla Selling by Orvel Ray Wilson, William K Gallagher ISBN: 0395578205 Publisher: Mariner Books Pub. Date: March, 1992 List Price(USD): $14.00 |
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Title: Guerrilla Marketing: Secrets for Making Big Profits from Your Small Business by Jay Conrad Levinson ISBN: 0395906253 Publisher: Mariner Books Pub. Date: 21 October, 1998 List Price(USD): $14.00 |
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Title: Guerrilla Advertising by Jay Conrad Levinson ISBN: 0395687187 Publisher: Mariner Books Pub. Date: June, 1994 List Price(USD): $14.00 |
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Title: Guerrilla Publicity: Hundreds of Sure-Fire Tactics to Get Maximum Sales for Minimum Dollars by Jay Conrad Levinson, Rick Frishman, Jill Lublin ISBN: 1580626823 Publisher: Adams Media Corporation Pub. Date: June, 2002 List Price(USD): $12.95 |
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Title: Mastering Guerrilla Marketing : 100 Profit-Producing Insights That You Can Take to the Bank by Jay Conrad Levinson ISBN: 0395908752 Publisher: Mariner Books Pub. Date: 30 September, 1999 List Price(USD): $14.00 |
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