On Negotiating

by Mark H. McCormack

Book Overview

The author of What They Don't Teach You at Harvard Business School now offers a book that will benefit both novice and experienced negotiators. Written in a bold, instructive voice, On Negotiating is filled with McCormack's personal and professional anecdotes and examples.

• Format: Paperback
• Language: English
• ISBN: 0787102954
• ISBN13: 9780787102951
• Release Date: January 1995
• Publisher: Audio Literature
• Length: 288 Pages
• Weight: 1.07 lbs.
• Dimensions: 0.9" x 6.4" x 9.3"

Customer Reviews

An absolute classic that you can learn from every day

Mark McCormack is a genius of negotiating. Let's get that out of the way early. He almost singlehandedly founded the business of sports representation and licensing. Heard of ICM? He founded it. His first clients included Arnold Palmer and Bjorn Borg. He licensed out the rights to Wimbledon. But the fact that he founded a business doesn't mean you should spend today's money on his book if it doesn't provide useful tips for today. This book does. I have for years negotiated complex commercial deals for a living. McCormack's tips are the front of my toolkit. To give only one: always ask yourself how the other guy is describing the deal that you're negotiating. The other guy is never saying "I have the opportunity to give you a million dollars in exchange for nothing special." Figure out what the other guy is telling himself and you have strong leverage because you know why the deal is important to him, and then you can figure out whether the deal you're getting is the best one on offer. The whole book is full of timeless advice like this. It's a shame McCormack is dead because I'd love to keep reading what he would keep telling us.

Street Smart solutions on Negotiating

Mr. McCormack is as experienced as they come.The book (like his others) is easy to read and full of gems.However, He is much more capable in Sales and Management. Delightful book nonetheless.I also recommend; You Can Negotiate Anything by Herb Cohen.

Unusual and peronal insights into negotiating

I already have read one of his older books what they don't teach you.... I liked that book and it's the same with 'on negotiating'. Mr. McCormack offers unique insights into the negotiating process though on a very personal and unuasal way. In order to get new ideas, to analyse a situation I am in as a negotiator I find his book really helpful. It's more much more interesting than the usual 'sales books' I've read before. And by the way I like to learn from the experiences of other people.

" Only man negotiates." McCormack is the passkey.

"Question everything" and "Think big,long term" is the premise of this audio cassette program. Does "Breakfast at Wimbledon" ring a bell? Mark McCormack was responsible for negotiating the deal behind the scenes, that would later become a household name and sunday afternoon event. As entrepreneur/owner of IMG(International Management Group)a sports marketing company, started with only $500.00 in capital, later to become a multi-million dollar corporation. Mark McCormack has the credibility and knows the power of negotiating. His teaching on this cassette program is invaluable to the listener, be it a lawyer or a layperson. McCormack is a dealmaker worth investing in.

The ultimate education

It's just unbelievable how a person can by words instruct us readers to be able the old and unique tool how to negotiate. This book gives you strength and power.