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Adams 101
Negotiating 101: From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating
A quick-and-easy guide to core business and career concepts—no MBA required!
The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses.
In today’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep.
From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today’s complex business world, packed with hundreds of entertaining tidbits and concepts that can’t be found anywhere else. So whether you’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.
The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses.
In today’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep.
From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today’s complex business world, packed with hundreds of entertaining tidbits and concepts that can’t be found anywhere else. So whether you’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.
256 pages, Hardcover
First published June 1, 2017
146 people are currently reading
717 people want to read
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Displaying 1 - 30 of 30 reviews
August 16, 2021
Easy to read but very repetitive
October 13, 2020
Finished reading: 3.5/5⭐
Pick up this book because I need an additional source for my upcoming training at work. The topic is, as you guess it right, negotiation skill.
Well, as someone who negotiates on a day-to-day basis as part of my work I can say that nothing in this book that I haven't know yet.
Doesn't mean that this book is not good though. It's very good! I especially enjoy how it's written in very general terms so it's not confusing at all. The book also not only focusing on negotiation as a part of the business regime and from the beginning of the book the author already accentuated that, consciously or not, negotiation is also a very basic part in our daily life. From haggling the price for vegetables at the farmer market to making a deal for a cleaning schedule with our roommate—it's all negotiation.
So yeah, to those who might need a textbook about basic theory and know-how on negotiation this one is a quite good choice. Very easy to read and very easy to understand too.
Pick up this book because I need an additional source for my upcoming training at work. The topic is, as you guess it right, negotiation skill.
Well, as someone who negotiates on a day-to-day basis as part of my work I can say that nothing in this book that I haven't know yet.
Doesn't mean that this book is not good though. It's very good! I especially enjoy how it's written in very general terms so it's not confusing at all. The book also not only focusing on negotiation as a part of the business regime and from the beginning of the book the author already accentuated that, consciously or not, negotiation is also a very basic part in our daily life. From haggling the price for vegetables at the farmer market to making a deal for a cleaning schedule with our roommate—it's all negotiation.
So yeah, to those who might need a textbook about basic theory and know-how on negotiation this one is a quite good choice. Very easy to read and very easy to understand too.
August 24, 2018
Türkçe'ye Müzakere 101 adıyla, Say Yayınları etiketiyle sunulan kitap hayatın çoğu alanında kullanabileceğiniz müzakere yetilerine dair öneriler içeriyor. Yer yer sıkıcı ve boğucu anlatımlara sahip olsa da işi sürekli olarak toplantılarla ve anlaşmalarla geçen kişilerin ilgisini çekebilecek bir yapıya sahip.
August 21, 2020
Simple and comprehensive, but tends to feel like just a list of points with no in-depth analysis. Besides, it needs more real-life evidence and examples to support the arguments. Suitable for someone entirely new to negotiation.
February 25, 2021
Negotiating 101 by Peter Sander, MBA, is a book that gives you the basic tools, skills, defences and processes to become a more confident and effective negotiator. Very good book for beginners. Every one of us negotiate everyday not necessary for sunup to sundown but a lot and it's an unavoidable feature of today's life. So it's important to master the skills of Negotiating.
Peter Sander is an author researcher and consultant in the fields of personal finance, business leadership and innovation management. He holds an MBA degree from Indiana University.
This book includes the definition, importance, type of negotiation and how preparation is the 'lifeblood of negotiation'. I like how the author has summarised each chapter with defences and case study. What attracted me the most in the book were the different tactics of negotiating like good cop/bad cop, straw man-technique, shills and decoys, add-ons/nibbling and rehearing.
Initially I thought the books is going to be a bundle of complex marketing and negotiating techniques because usually the negotiating books are nothing more than complicated structure of information filled with empty promises but this book simplifies the process and gives you the essential skills for successful negotiating. Beauty of this book lies in the step by step guide which can help the beginners to understand the concept and get the results they want with ease and confidence. You need not be a marketing graduate or an MBA student to read this book. I think it's important for everyone to learn the basic skills of Negotiating be it lawyer's, doctors, buisness man or student.
If you cannot do great things, you can do small things in great way- Martin Luther King Jr. I found it to be the most uplifting line in this book that gave me motivation and reason to read this book.
Happy reading :)
Peter Sander is an author researcher and consultant in the fields of personal finance, business leadership and innovation management. He holds an MBA degree from Indiana University.
This book includes the definition, importance, type of negotiation and how preparation is the 'lifeblood of negotiation'. I like how the author has summarised each chapter with defences and case study. What attracted me the most in the book were the different tactics of negotiating like good cop/bad cop, straw man-technique, shills and decoys, add-ons/nibbling and rehearing.
Initially I thought the books is going to be a bundle of complex marketing and negotiating techniques because usually the negotiating books are nothing more than complicated structure of information filled with empty promises but this book simplifies the process and gives you the essential skills for successful negotiating. Beauty of this book lies in the step by step guide which can help the beginners to understand the concept and get the results they want with ease and confidence. You need not be a marketing graduate or an MBA student to read this book. I think it's important for everyone to learn the basic skills of Negotiating be it lawyer's, doctors, buisness man or student.
If you cannot do great things, you can do small things in great way- Martin Luther King Jr. I found it to be the most uplifting line in this book that gave me motivation and reason to read this book.
Happy reading :)
October 29, 2020
Actual rating 2.75/5
There were some good strategies and pointers in there to keep in mind and adopt, but the book felt a bit too repetetive and lacked in depth analysis. I would have appreciated more information about each section with more details and examples
There were some good strategies and pointers in there to keep in mind and adopt, but the book felt a bit too repetetive and lacked in depth analysis. I would have appreciated more information about each section with more details and examples
March 23, 2024
This book is a nice introduction to negotiation. It’s not an in-depth analysis into it, but more meant to give you a taste and an idea of what the world of negotiation is and isn’t. Nice read for someone who isn’t versed very well in the subject.
September 23, 2020
I "read" this as audiobook. It was clear and simple, but too basic. If you never heard about what negotiation is and want some simple ideas, this is a good book. If you want to know more about technique, this is not a good book, it is too basic. If you are still interested, skip first 30 minutes, there was no good content at all.
October 4, 2018
Lots of wise passing advice
Had a lot of ideas about negotiation I would have never thought of. It has good checklist ideas with what to prepare along with passing wisdom about these social battles. Not sure what else I would add to this book.
Had a lot of ideas about negotiation I would have never thought of. It has good checklist ideas with what to prepare along with passing wisdom about these social battles. Not sure what else I would add to this book.
October 6, 2021
Strangely wholesome. More people should read on this matter. It's a very fast paced and easygoing book much like the rest of the collection. But still nice at giving the basics of such a fundamental aspect of life
September 10, 2023
Useless, wordy.
The first 1 hr of the 6 hour audiobook the author spent on describing how important negotiations are in all aspects of our life.
We know man… any advice?
Didn’t finish it.
I doubt he could squeeze more than 2 useful tips and ideas.
Skip this one, look elsewhere.
The first 1 hr of the 6 hour audiobook the author spent on describing how important negotiations are in all aspects of our life.
We know man… any advice?
Didn’t finish it.
I doubt he could squeeze more than 2 useful tips and ideas.
Skip this one, look elsewhere.
December 15, 2017
I got this book on audio and it was just really boring. really tough to get through. 6 hours and I listened to 5 and couldn't finish. it wasn't the narrator or anything...
October 12, 2018
Good intro books for people who are interested in negotiation
December 14, 2018
Its a nice primer on basic negotiation. Not specific to any industry but it's pretty informative.
July 8, 2019
Rather basic, but still interesting book about negotiations strategies and tactics. I enjoyed it and got a couple of nice tips to try out!
August 27, 2019
Simplistic but thorough. Good refresher.
March 8, 2020
quite practical and easy to read.
March 26, 2020
Kitapta çok kullanışlı güzel öneriler var ancak biraz daha bilimsel arkaplan eklenebilirdi. Öneriler zaman zaman birbirini tekrar ediyor. Ancak yine de ilgilenenler için faydalı olabilir.
April 9, 2020
Talks about the concept very well, if you are looking for how to apply it like I am, taking a workshop may do the trick.
April 21, 2020
Bom livro para aprender estratégias de negociação...! Sem grandes desvaneios literários o melhor está bem resumido.
January 17, 2021
This is a good book to start off or refresh knowledge, guiding you through each particular part of the negotiation process. You want to start understanding how negotiations work: read it.
June 19, 2022
Um guia completo englobando praticamente todas as fases de uma negociação. Um bom material para quem no tem experiência no assunto ou precisa de reciclagem teórica.
February 14, 2023
Good points to remember, but not particularly ground-breaking. A well-organized beginning to end negotiation layout. Good for those who are beginners.
August 4, 2024
müzakere için Türkçe ekaynaklar içindeki en iyilerden
January 15, 2021
Eğer müzakere konusunda 10 üzerinden 7 den iyi olduğunuzu düşünüyorsanız bu kitabı alıp okumanıza gerek yok. Çünkü sizi 9 ya da 10 seviyesine çıkarmayacak. Ancak işin başındayım, hiç bilgim yok ya da seviyem 5 ya da daha altında diye düşünüyorsanız mutlaka okumalısınız. Sizi 6-7 seviyesine çıkartabilir.
Aslında her konuda teorik bilgi bizi en fazla 6-7 seviyesine getirir ve daha iyi olmak için bol bol pratik yapmaya ihtiyaç duyarız değil mi?
Işte müzakere konusu için de bu böyle.. iyi bir müzakereci olmak istiyorsanız bu kitabı okuyun ve sonrasında bol bol pratik yapın..
Iyi okumalar ;)
Aslında her konuda teorik bilgi bizi en fazla 6-7 seviyesine getirir ve daha iyi olmak için bol bol pratik yapmaya ihtiyaç duyarız değil mi?
Işte müzakere konusu için de bu böyle.. iyi bir müzakereci olmak istiyorsanız bu kitabı okuyun ve sonrasında bol bol pratik yapın..
Iyi okumalar ;)
April 7, 2025
A good basic negotiating book but not my favorite. It is a short read that can be finished within a few days which is nice. If you have never read a negotiating book before it would be good for you, if you have it is just repetition/review.
“As strange as it seems, even such social media sites as Facebook or LinkedIn can help you with a negotiation is used properly. For instance, you can learn more about your counterparty. Even discovering just a few personal tidbits, such as an obvious interest in water skiing, can give you a platform to break the ice and establish rapport.”
“A negotiation has a beginning, middle, and a finish, with a strategy and desired outcome envisioned beforehand.”
“You will do good to think of negotiating as a game, like a chess game, as you approach it. But again, unlike and beyond chess; it is often not about how well you calculate that determines the outcome, but how well you communicate and work with your counterparty. It is about how you satisfy your counterparty’s needs while also taking care of your own. Unlike chess, it is often possible and always desirable to get the counterparty on your side.”
“Although many forms of negotiating will be discussed in this book, the two most common are positional and win-win negotiating. Positional negotiating occurs when each side takes a position and is hesitant to yield, or yield much, to the other. You should always avoid the temptation to take and hold a position in a positional negotiation for personal reasons. Win-win means that both parties come away satisfied such that their need, or at least most of their needs, are addressed and met. Being successful at win-win negotiating means getting good at understanding and anticipating your counterparties needs; it also means being a bit more flexible with your own needs and wants to hammer out the collaborative solution.”
“Here are a few techniques for dealing with the people issues and keeping them from sundering your win-win problem solving efforts. 1. Put your (negative) perceptions in check. 2. Realize that they probably want the same thing you do. 3. Practice empathy. 4. Take time-outs. 5. Keep communication effective.”
“This cant be stressed enough: prepare, prepare and prepare. That is what this chapter is about – what, how, and when to prepare for a negotiation.”
“Letting the counterparty win too is a strategy that helps us get what we want, and it is a strategy that helps everyone get through the negotiation more quickly.”
“Try to imagine what a finished deal will look like, then work backward through the negotiation process, the back and forth, the give and take, all the way to the facts and information you will bring into the negotiation.”
“Part of the preparation and visualization process of a negotiation is to get an idea of those points your counterparty might ask for that you have prepared to give some ground on.”
“When planning to make concessions, here are some tips: 1. Sequence is important – if you anticipate multiple concessions, present them in order from least to most important. 2. When you present concessions, do so with equal emphasis. 3. For every concession you make, as for one in return. 4. Provide reasons for your requested concessions so the counterparty can understand why you are asking for them.”
“Whatever you are negotiating you should have at least one Plan B that is as beneficial as your original plan – else your effort to move the negotiations forward turns into a simple concession and you may not be content with the outcome if Plan A fails.”
“Here is an effective way to build trust with the other party: Repeat her style of speaking, writing, emailing, texting, tone of voice, and posture. If done with skill (without seeming to mock her) your counterparty will feel understood and you will have established a foundation for open communication.”
“As strange as it seems, even such social media sites as Facebook or LinkedIn can help you with a negotiation is used properly. For instance, you can learn more about your counterparty. Even discovering just a few personal tidbits, such as an obvious interest in water skiing, can give you a platform to break the ice and establish rapport.”
“A negotiation has a beginning, middle, and a finish, with a strategy and desired outcome envisioned beforehand.”
“You will do good to think of negotiating as a game, like a chess game, as you approach it. But again, unlike and beyond chess; it is often not about how well you calculate that determines the outcome, but how well you communicate and work with your counterparty. It is about how you satisfy your counterparty’s needs while also taking care of your own. Unlike chess, it is often possible and always desirable to get the counterparty on your side.”
“Although many forms of negotiating will be discussed in this book, the two most common are positional and win-win negotiating. Positional negotiating occurs when each side takes a position and is hesitant to yield, or yield much, to the other. You should always avoid the temptation to take and hold a position in a positional negotiation for personal reasons. Win-win means that both parties come away satisfied such that their need, or at least most of their needs, are addressed and met. Being successful at win-win negotiating means getting good at understanding and anticipating your counterparties needs; it also means being a bit more flexible with your own needs and wants to hammer out the collaborative solution.”
“Here are a few techniques for dealing with the people issues and keeping them from sundering your win-win problem solving efforts. 1. Put your (negative) perceptions in check. 2. Realize that they probably want the same thing you do. 3. Practice empathy. 4. Take time-outs. 5. Keep communication effective.”
“This cant be stressed enough: prepare, prepare and prepare. That is what this chapter is about – what, how, and when to prepare for a negotiation.”
“Letting the counterparty win too is a strategy that helps us get what we want, and it is a strategy that helps everyone get through the negotiation more quickly.”
“Try to imagine what a finished deal will look like, then work backward through the negotiation process, the back and forth, the give and take, all the way to the facts and information you will bring into the negotiation.”
“Part of the preparation and visualization process of a negotiation is to get an idea of those points your counterparty might ask for that you have prepared to give some ground on.”
“When planning to make concessions, here are some tips: 1. Sequence is important – if you anticipate multiple concessions, present them in order from least to most important. 2. When you present concessions, do so with equal emphasis. 3. For every concession you make, as for one in return. 4. Provide reasons for your requested concessions so the counterparty can understand why you are asking for them.”
“Whatever you are negotiating you should have at least one Plan B that is as beneficial as your original plan – else your effort to move the negotiations forward turns into a simple concession and you may not be content with the outcome if Plan A fails.”
“Here is an effective way to build trust with the other party: Repeat her style of speaking, writing, emailing, texting, tone of voice, and posture. If done with skill (without seeming to mock her) your counterparty will feel understood and you will have established a foundation for open communication.”
October 13, 2021
A simple introduction to the topic with many definitions but few practical approaches on how to rehearse this 'art'.
October 19, 2017
Helpful. Made me understand many types of people when negotiating.
April 5, 2018
Lie carefully, and you will get what you want. Aggressive people usually win.
This entire review has been hidden because of spoilers.
July 6, 2018
Based on the title, this work is great as 101 introductory to the key concept of negotiation.
Displaying 1 - 30 of 30 reviews