I have very mixed feelings about this book, both during the reading and after finishing it. On the one hand, there are many interesting insights worth considering. On the other hand, much of the material felt quite superficial and unlikely to truly help someone become a better negotiator just by reading this book. This becomes especially apparent when you compare it to other negotiation training resources. Even the appendix at the end—on national negotiation traits—seems questionable: my personal experience working with colleagues from various countries suggests that things aren’t as simple or clear-cut as the author presents them.
Do I recommend reading this book? Yes. Will it genuinely help as a training tool? In some aspects—yes, but not significantly.
My rating: 3/5
