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Great synopsis of negotiation skills and strategiesJune 15, 2003 Dr. Victor Chua(Cambridge, UK) 8 out of 8 found this review helpful
This is a very readable book - which is surprising given the depth of the analysis into how people can negotiate better. Major concepts from decision analysis, game theory and psychology are explained with great clarity and linked into a framework to help you get more out of a negotiation. The authors kept me engaged by peppering the text with interesting anecdotes from real life - like the Babylonian wife auction or the Monty Hall game show - to demonstrate that the theory can really help you in practice.
I would recommend this book to anybody who wants a readable overview of how to negotiate better -- above and beyond the skills-based books like Getting To Yes. Howard Raiffa is an acknowledged master of negotiation studies so you can't go wrong!
