With over 2 million copies in over 20 countries, this book has a repetition as an international best seller. Initially published 30 years ago, the authors are both Havard Professors with backgrounds in Law and Communication and negotiation.
This slender book however I suspect may create something similar to the Marmite effect; that is you?ll either rate it or you won?t. Organisations will have changed since it was first published, structures are flatter and the more hierarchical principles have diminished. That said effective communication is still the hardest thing to do well and we all have to negotiate to some extent in our lives.
Promoted as being useful in everyday situations as well as in the work and business setting, the way it is set out is very business like. It probably won?t attract many lay readers although certainly the principles are transferable in any negotiating situation. It is packed with scenarios of the principles it describes, and whilst negotiating with your letting manager is a good practical situation to play out, some of the high level political situations, which whilst contain applicable anecdotes may feel more appropriate for Kofi Annan than everyday readers.
The formulas and principles of negotiation such as separating the problem from the people, focussing on interests not positions, using facts and data to keep matters objective and fair are sound and timeless. What many people will find is that they may know or use similar tactics and techniques, but what it will do is break down the whole process and make you aware of when you are using these or not. The purpose being to try to reach a mutual agreement.
It will stimulate reflective practice. When you?re in a situation you will be better prepared to analyse the differing styles used, and consider when you can or could have best applied a specific technique to have improved your negotiating performance. As it is a small book written in condensed chapters, it is very easy to dip in and out of and use as a reference guide as and when needed.
Most people should be able to take away a couple of aspects to use to enhance their negotiating performance. It does intend to provide you with the tool kit so that as you can practice and enhance your skills much like you would learning a new sport. Practice is probably the key word here, as skilled negotiation is an experience acquired and honed through exposure.
This is already a very successful book, which wouldn?t sell at these levels without good reason. Whilst for me the theory and? framework of the principles of negotiation are set on solid reliable foundations, the whole feel of the book is that of something very dated. Some of this will undoubtedly be because of the old anecdotes based on political situations in the late 1970?s, but there remain possible other opportunities to modernise the look, layout, incorporate maybe some other helpful aspects such as awareness about body language and knowing about using skills such as mirroring to help develop rapport.
All in all it is a book to recommend, but I would like to see the authors and publishers do more to make the next version more current.
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