The Book of Real-World Negotiations

Praise for The Book of Real-World Negotiations In his wonderful new book, Joshua Weiss has drawn on years of experience to tell dozens of concise, memorable stories as his way of conveying useful negotiation lessons. His approach taps into timeless Native American wisdom: 'Tell me the facts and I'll learn. Tell me the truth and I'll believe. But tell me a story and it will live in my heart forever.' Indeed, this is the secret of the most effective case studies at Harvard Business School, where I teach. Shhh...) Read Joshua's book straight through or sample his engaging stories at random and you will be richly rewarded with invaluable advice.-James K. Sebenius, Professor at Harvard Business School and Director of the Harvard Negotiation Project, Harvard Law School and author,The Manager as Negotiator Dr. Joshua Weiss has given us an intellectual gift that will have a long shelf life in the realm of negotiation. Each carefully curated and dissected story, written perfectly to entice our curiosity, educates and enlightens us at a pace that is just right for the eager reader who seeks guidance as well as immediately useful tools. One can be forgiven for reading the first hundred pages oblivious to the world around you, as if on a quest. And what a quest-easy to understand-succulent to the mind. Each example is expertly broken down into the most important lessons each of us should know and master when it comes to negotiations. By the time you finish, you know that you have been bequeathed a treasure you can return to time and time again.-Joe Navarro, FBI Special Agent (ret.), MA, author of the international bestseller, What Every BODY is Saying. Joshua Weiss' The Book of Real-World Negotiations is an impressive contribution to the negotiation field. Weiss draws on his experience as an innovative teacher and sought-after adviser to share with us compelling stories of successful outcomes in the face of daunting obstacles. His mini-cases range from complex business deals to life-and-death situations. (One involves a police officer who persuaded a distraught man not to hang himself.) From each memorable tale, Weiss extracts broad, practical lessons that will enable readers to enhance their negotiation skills in their work, their communities, and in their personal lives, as well. I recommend it enthusiastically!-Michael Wheeler, chaired Professor (retired), Harvard Business School, author, The Art of Negotiation The Book of Real-World Negotiationslets us eavesdrop on the conundrums, mistakes, missteps, insights, and triumphs of seasoned negotiators from around the world. Their real-life stories are fascinating, funny, insightful, wise, and the lessons are as valuable as they are memorable. A must for any negotiator's bookshelf.-Sheila Heen, Senior Lecturer on Law, Harvard Law School, Co-Author, Difficult Conversations Highly recommended! Negotiation expert Joshua Weiss masterfully presents a variety of real-life negotiation dilemmas and reveals hidden routes to reach optimal outcomes. A fascinating read that should be at the top of every negotiator's reading list.-Daniel L. Shapiro, PhD, Director of the Harvard International Negotiation Program and author,Negotiating the Nonnegotiable Dr. Weiss combines the gripping stories of North America's top hostage negotiation instructors with the brilliant insight of negotiation experts from the public and private sector to create a much-needed addition to any negotiation library!-Police Lt. Scott Tillema, FBI trained hostage negotiator and Negotiation Instructor