How to Negotiate Like a Pro - 41 Rules for Resolving Disputes

Mary Greenwood
iUniverse Inc.
ISBN 0595397336
Reviewed by Cherie Fisher for Reader Views (8/06)

 “How to Negotiate Like a Pro – 41 Rules for Resolving Disputes” is a well-written book focusing on all aspects of everyday negotiation, not just resolving union disputes.  The author, Mary Greenwood, has over twenty-five years of experience in all aspects of negotiation giving her the expertise needed to write a good book on negotiation. 

The book is a very concise quick read with only 61 pages.  Even so, the 41 rules are jam packed with valuable, common sense information.   The rules are broken down into 7 chapters that cover:  Are you ready for negotiations?  Negotiation Strategies, Extreme Tactics, Closing the Deal and other types of negotiations.  She even has a chapter covering everyday negotiations such how to deal with a spouse or ex-spouse, hotels and E-bay.   

I really liked Greenwood’s approach to each rule.  She starts by stating the rule - for example – Rule One:  Focus on the Goal.  Don’t be distracted by your emotions.  Then she defines the rule, talks about its pros and cons and offers the best way to use it in negotiations.  At the end of each section she also has a list of possible scripts that can be used with each rule. 

The Appendices are also packed full of useful information.  Appendix A is a glossary of terms that can be used as a reference guide when confronted with “negotiation” terms.  Appendix B lists all the traits that make a good negotiator.  Appendix C is a reminder list of do’s and don’t of negotiators.  And Appendix D wraps the book up with a list of sample ground rules.  

Mary Greenwood’s simple approach to resolving all issues, whether union arbitration or setting up a custody calendar with your ex-spouse, make this a valuable book for most people.  If you follow these rules, all parties should walk out of the negotiation feeling satisfied by the outcome.  I highly recommend this book to anyone wanting to improve his or her negotiation skills. 

 

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