It Was Amazing!
“Five Stars”
You may not think you’re involved in negotiations, but you are. All of us are. Almost every week, sometimes every day. This new book by a professional negotiator uses real-life examples to examine how negotiation works in the business world. It’s also enjoyable reading for anyone who wants to better understand the principles of negotiation and how to apply them in everyday life. After you read the book, you may think of people it could help – including yourself.
For me, one of the most valuable sections of the book helps identify and understand the personality traits of people. The author identifies these traits and arranges them into four broad categories – scientists, farmers, merchants, and hunters. Reading and reflecting on his insights helped me understand the psychological motivation of each group ranging from fact-based personalities, those with fairly-rigid boundaries, people always trying to seal the deal, and those seeking ego gratification by pursuing trophies.
The second most valuable section for me discusses how to understand body language in negotiation. It comes complete with photos of one of the author’s sons illustrating telltale signs from head to toe – in the eyes, mouth, face, arms, hands, fingers, arms, legs, and feet. Also, in the overall posture. As the author says, professional poker players understand the importance of these.
When the author sent me a pre-publication manuscript for feedback, I was intimidated at first by the subject matter. Here was a book full of detailed examples of his negotiations in international business, and I’m just a retiree with modest career experience in government and business. But the book also contains his invaluable insights about people involved in negotiations whether they are corporate bigwigs, government officials, fellow office workers, buyers and sellers in everyday commerce, friends, neighbors, and even family members.
As he explains, children are some of the most formidable negotiators even without formal training. I can vouch for that after raising three sons and now watching them raise my grandchildren. Food. Clothing. Schoolwork. Chores. Leisure activities. Pocket money. Curfews. Access to the family car. College majors. Career choices. My father and I pushed and pulled at each other throughout his life, sometimes with frustration and anger.
Looking back, I can see that the give and take of negotiations involving parents and children (and spouses) spilled over to negotiations in my work. I wasn’t always successful at home or work, and this book helped me recognize some of the mistakes I made in both environments. Some mistakes cost me dearly – a broken marriage, failing in several workplace tasks over the years, and failing in some personal real estate ventures.
Looking forward, I can also see how the principles in this book could help my sons at home and work, and I plan to give each of them a copy. Hopefully, it will help them avoid some of my mistakes.
Mikel Miller, Mexico