A fresh approach offering new ways to improve negotiating skills.
Wheeler (Harvard Business School/Negotiation, 2003, etc.) distills his teaching experience and research in expanding methods of negotiation.
The author writes that many negotiation tactics fail to “capture the complexity of real-world negotiation.” Old-fashioned hardball methods were undermined by the emphasis on first identifying and then building on mutual interests of those involved. Wheeler offers a dynamic approach that assumes interests will be identified and developed during negotiations, and he stresses that effective negotiations are based on the ability to extemporize and to master a flexible approach, permitting uncertainty to be managed effectively. “We can’t script the process,” he writes. “Whoever sits across the table from us may be just as smart, determined, and fallible as we are.” Wheeler begins with a three-part cycle based on the capacity to learn, adapt and influence, and he brings these abstractions to life by discussing classroom experiences designed to address the effectiveness of different ways of dealing with problems, using role-playing and other kinds of simulations and enactments. Wheeler also provides case studies from real estate transactions and other business ventures. He discusses how Don Schnabel acquired and assembled separate parcel lots into the most expensive lot in New York history, which became Citibank's headquarters; and how Jerry Weintraub inveigled the movie stars who participated in the Oceans Eleven remake with him into a sequel by “stretching the truth.” Wheeler advocates planning, envisioning pathways to the endgame, and using both carrots and sticks, among other approaches. He also provides many examples and helpful stratagems for dealing with slights and belittlement, and he examines nonverbal and emotional behaviors. Throughout, he advocates looking below the surface for closure opportunities. For him, the OODA loop—observe, orient, decide, act—supplements learning, adapting and influencing.
A fresh approach offering new ways to improve negotiating skills.Pub Date: Oct. 8, 2013
ISBN: 978-1-4516-9042-2
Page Count: 304
Publisher: Simon & Schuster
Review Posted Online: July 29, 2013
Kirkus Reviews Issue: Aug. 15, 2013
Occasionally wonky but overall a good case for how the dismal science can make the world less—well, dismal.
“Quality of life means more than just consumption”: Two MIT economists urge that a smarter, more politically aware economics be brought to bear on social issues.
It’s no secret, write Banerjee and Duflo (co-authors: Poor Economics: A Radical Rethinking of the Way To Fight Global Poverty, 2011), that “we seem to have fallen on hard times.” Immigration, trade, inequality, and taxation problems present themselves daily, and they seem to be intractable. Economics can be put to use in figuring out these big-issue questions. Data can be adduced, for example, to answer the question of whether immigration tends to suppress wages. The answer: “There is no evidence low-skilled migration to rich countries drives wage and employment down for the natives.” In fact, it opens up opportunities for those natives by freeing them to look for better work. The problem becomes thornier when it comes to the matter of free trade; as the authors observe, “left-behind people live in left-behind places,” which explains why regional poverty descended on Appalachia when so many manufacturing jobs left for China in the age of globalism, leaving behind not just left-behind people but also people ripe for exploitation by nationalist politicians. The authors add, interestingly, that the same thing occurred in parts of Germany, Spain, and Norway that fell victim to the “China shock.” In what they call a “slightly technical aside,” they build a case for addressing trade issues not with trade wars but with consumption taxes: “It makes no sense to ask agricultural workers to lose their jobs just so steelworkers can keep theirs, which is what tariffs accomplish.” Policymakers might want to consider such counsel, especially when it is coupled with the observation that free trade benefits workers in poor countries but punishes workers in rich ones.
Occasionally wonky but overall a good case for how the dismal science can make the world less—well, dismal.Pub Date: Nov. 12, 2019
ISBN: 978-1-61039-950-0
Page Count: 432
Publisher: PublicAffairs
Review Posted Online: Aug. 28, 2019
Kirkus Reviews Issue: Sept. 15, 2019
SEEN & HEARD
These platitudes need perspective; better to buy the books they came from.
A lightweight collection of self-help snippets from the bestselling author.
What makes a quote a quote? Does it have to be quoted by someone other than the original author? Apparently not, if we take Strayed’s collection of truisms as an example. The well-known memoirist (Wild), novelist (Torch), and radio-show host (“Dear Sugar”) pulls lines from her previous pages and delivers them one at a time in this small, gift-sized book. No excerpt exceeds one page in length, and some are only one line long. Strayed doesn’t reference the books she’s drawing from, so the quotes stand without context and are strung together without apparent attention to structure or narrative flow. Thus, we move back and forth from first-person tales from the Pacific Crest Trail to conversational tidbits to meditations on grief. Some are astoundingly simple, such as Strayed’s declaration that “Love is the feeling we have for those we care deeply about and hold in high regard.” Others call on the author’s unique observations—people who regret what they haven’t done, she writes, end up “mingy, addled, shrink-wrapped versions” of themselves—and offer a reward for wading through obvious advice like “Trust your gut.” Other quotes sound familiar—not necessarily because you’ve read Strayed’s other work, but likely due to the influence of other authors on her writing. When she writes about blooming into your own authenticity, for instance, one is immediately reminded of Anaïs Nin: "And the day came when the risk to remain tight in a bud was more painful than the risk it took to blossom.” Strayed’s true blossoming happens in her longer works; while this collection might brighten someone’s day—and is sure to sell plenty of copies during the holidays—it’s no substitute for the real thing.
These platitudes need perspective; better to buy the books they came from.Pub Date: Nov. 1, 2015
ISBN: 978-1-101-946909
Page Count: 160
Publisher: Knopf
Review Posted Online: Aug. 15, 2015
Kirkus Reviews Issue: Sept. 1, 2015
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