HOW TO ASK FOR MORE AND GET IT: The Art of Creative Negotiation by Francis with Thomas Kiernan Greenburger

HOW TO ASK FOR MORE AND GET IT: The Art of Creative Negotiation

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KIRKUS REVIEW

Negotiation is the fundamental leavening agent of human life."" That somewhat soggy battle cry heralds a discussion of tactical dynamics that is at least as feisty as it is yeasty. A self-assured businessman, Francis Greenburger has plenty of anecdotes to relate from both his real estate investment operation and his other world, that of the literary agency. By means of one-on-one sports metaphors, goal-management diagrams, and lists of goals (primary, secondary, long, short, etc.), he hands down a portrait of the crisp, cool negotiator to whom levels of rationale/counter-rationale are infinitely more important than his Guccis. The whole affair may be formula-ridden, but it does help that the prescriptions are couched in waves of frenetic energy.

Pub Date: Aug. 11th, 1978
Publisher: Doubleday