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The book asks the fundamental question, when you should bargain with someone who is evil, either someone who is not bargaining in good faith or someone who might escape justice through negotiation. His answer is more often than you and I probably do but clearly not always. Sometimes you have to dig in and fight. It???s just that we tend to do that too much.
I???ve recently notices people taking pot-shots at the case study method. A Harvard graduate writing about Wall Street devotes several pages to condemnation of the case study method. In another instance an author demonizes Clayton Christenson (a personal hero) for his public defense of the case study method. I wondered what was going on, and where were the editors. But after reading this book I???m ready to make a small political donation to the anti-case-study league.
I found it painful to listen to 30 pages of story, for example about some couple getting divorced, for the 3 pages of payoff at the end where the author somewhat weakly attempts a synthesis. Perhaps its age; by I have plenty of stories to throw against the authors ideas, and I don???t usually rebel against any idea I can???t pretend is my own.
1 of 1 people found this review helpful
this book is fine if you have already plowed through all of the classics and all of the new ones books on negotiating strategy and preparation. it is taught as a series of cases but none of which are particularly easy to follow or relevant