The Art of Negotiating: The classic handbook for anyone interested in convincing or influencing others, by the foremost authority on negotiating

by Gerard I. Nierenberg

Classic legal introduction to the, well, "art of negotiating." The original Nirenberg.

Genres: Business, Self Help, Nonfiction, Reference, Psychology

182 pages, Paperback

First published January 1, 1981

About the author

Gerard Nierenberg was the founder of the Negotiation Institute, an educational non-profit institute dedicated to advancing the art of negotiation. He published his first book, The Art of Negotiating, in 1968; the subsequent success of the book led to the creation of customized in-house workshops on the art of negotiating. Mr. Nierenberg provided seminars to entities from Fortune 500 companies to academic institutions to governmental organizations and agencies worldwide. He went on to write twenty-two books, translated into thirty-two languages, on the subjects of negotiation, communication and effective sales techniques.

As a thought leader in the field of negotiation, he was frequently called upon by the press to provide in-depth analysis of events of the day. In conjunction with his bestseller on body language How To Read a Person Like a Book, he appeared several times on The Tonight Show Starring Johnny Carson. He died in New York at the age of 89.

Reviews

[Phillip · Rating 3 out of 5]

Moderately helpful in negotiating, but moderately boring.

[Agata · Rating 3 out of 5]

Started well but the further you go the more outdated it becomes, both in terms of anecdotal examples and negotiation advice itself.

[Katy Lovejoy · Rating 2 out of 5]

Boring

[Erik · Rating 4 out of 5]

Everyone needs to negotiate...unless you don't think your ideas are ever worthwhile. This book is a staple piece of literature on how to approach people, learn from them, and communicate your ideas effectively.

[Jason Grace · Rating 4 out of 5]

I found this enjoyable (as more of a public guide than a specialist's handbook). It is well written with many interesting citations but very little advanced tactics. Maybe it was advanced back in 1968, but it just seems like common knowledge now.

[Jonathan]

None

[Michael Anderson · Rating 3 out of 5]

Another good book, but not as engagingly written as Getting to Yes, which I would read first and then skim this one.

[Juv · Rating 3 out of 5]

Interesting concepts, but it reads like a technical manual.