McCormack on Negotiating

by Mark H. McCormack

Mark McCormack, founder of the sports-marketing industry, reveals the secrets of his negotiating skills. The book starts with basic moves and proceeds to more advanced techniques. It includes sections and chapters on the qualities of a good negotiator, the features of a "win-win" situation, what you can learn from negotiating with your spouse, and how negotiating styles differ. The final chapter is in "test" form, so that readers can assess their own progress. McCormack is the author of "What They Don't Teach You at Harvard Business School".

Genres: Business, Nonfiction

Hardcover

First published December 1, 1995

Reviews

[Hrvoe · Rating 3 out of 5]

A summary with few good hints here and there

[Christina · Rating 5 out of 5]

Ok, to be fair, I listened to this in my car - I got the CD set from the library. The book is narrated by the author and the information presented was both enlightening and exciting (especially since I was preparing for a negotiation exercise in class). McCormack takes the reader (or listener in my case) through the subject of negotiation in a stair stepped fashion, starting with the basics and then moving into more nuances and complex tactics. Every lesson presented was based on experience and I respect the author's focus on making a deal that is fair and successful for both parties involved.

[Em · Rating 2 out of 5]

For the "serious" rules about negotiation check out "Getting to Yes" or "Power of a Positive No." After that, then read this book to hone up on your showmanship. This book is really more about the theatre and flair of negotiating, but light on the substance of negotiating.

[Danielle · Rating 3 out of 5]

It provided some general insight into proper negotiating. It was also very easy to read, which is great, especially when there are no photographs incorporated. The only issue I had was the overabundance of sports agent comparisons.

[Nhi]

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