Gain the Edge!: Negotiating to Get What You Want

by Martin Latz

Book Overview

"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix...

• Format: Paperback
• Language: English
• ISBN: 0312322828
• ISBN13: 9780312322823
• Release Date: December 2005
• Publisher: St. Martin's Griffin
• Length: 384 Pages
• Weight: 0.75 lbs.
• Dimensions: 1.0" x 5.6" x 8.3"

Customer Reviews

Great Negotiation Book

What a great book. It gave me some real insight into things that I have been doing wrong in my negotiation strategies. As a government administrator and former politician it will help me in dealing with the sensitive negotiations session that take place this year with the legislature and other associaitons. I recommend it to anyone who wants a common sense approach to negotiations. It is one of the first books I have read by a lawyer that I am able to understand and not need another lawyer to review it!!!!!

Excellent, Practical Advice

I completed a significant negotiation right before I read Gain the Edge, and found myself wishing I could have read the book beforehand. The practical advice on preparation and planning is invaluable. At the same time, the book also includes tips for the several negotiation opportunities that come up quickly every day. I have already recommended to my business partner and several colleagues.

Several ways to enjoy and use it!

I enjoyed this book on three levels:(1) It presents five guiding principles ("Golden Rules") that seem useful for conducting negotiations, and tells how to adapt them to your own personality;(2) It offers specific strategies for four types of negotiations; and(3) It has many examples of negotiating strategies and advice by well-known individuals.

Excellent advice for all types of negotiations

I'm one of those "negotiate by the seat of my pants" people, and that's probably the reason I haven't always done well in the past. Like many people, I've concentrated on leverage and the offer/concession process, both of which I understood pretty well. But now I understand them even better.For instance, several years ago when I bought my present car, I went to the dealership late in the evening, pretty much ensuring I wouldn't close a deal the same day. That forced the salesman to have to call me for a follow-up and by that time, my excitement about the car of my choice was in check, and I sensed that he really wanted to sell me the car, even more than I wanted to buy it. But "Gain the Edge!" suggests researching not just what various dealerships are asking for the same car, but finding out what they paid the manufacturer, what their markup is, and how much room they have to "move" on price. And then it suggests doing most of the negotiating over the phone, so you're less likely to feel pressured. It's a lot easier to hang up than to walk away from a determined salesman.The salesman I dealt with actually called me back three times during the next few days, and each time I did my best to lower the price. But again I made a strategic error. I wasn't patient enough (summer was here and the A/C in my old car had died). I decided to "cut to the chase." I told him the absolute highest amount I could afford for a monthly payment. I now know that that's absolutely crucial STRATEGIC information. It's a mistake I won't make again!I bought "Gain the Edge!" because I'm going to want to trade in my old car soon. I'm going to do more research this time. And I'm going to follow some of the other great advice in this book -- like setting and sticking to my own agenda and not talking about trade-in until we've settled on a price for the new car."Gain the Edge!" is easy to read and has lots of good examples to help you understand the points the author makes. I would highly recommend this book for anyone who plans on making a major purchase, asking for a raise, etc.

Amazing

First off, I believe it must be stated that I have not finished this book. In fact, I have only just begun. I am at page 100 or so.Wandering around the bookstore with a general subject in mind (communication), I was drawn to this book. As I began reading it, every issue discussed seems to be concise, however, it does not lack the details needed to fully understand the concepts. The book has a flow to it that keeps the reader interested. The author also includes case studies to back up his information as well as increase understanding. As I progress though the book, I often find myself thinking of personal situations where I could apply the concepts covered. It has also made me aware of the advantages of being prepared in every aspect, including mapping out alternate directions that the negotiation could go and managing those situations to fit your schedule. If the subject is of interest to you, I am fully confident that you would be very happy with your purchase. I have not read any other books dedicated to negotiation so I am speaking mainly to the beginners. I do not feel that I have enough knowledge in this very in-depth subject to speak to those who have more experience than I.