We All Negotiate Daily: Here's How to Win
Customer Rating: 
Mary Greenwood, J.D., LL.M., has written an indispensable, sensible and very knowledgeable book that everyone needs by their right hand. How to Negotiate Like a Pro contains 41 rules about how to negotiate just about anything, from face-to-face, to online, to eBay; to divorce.
I liked Rule 2: Look forward: the past is called the past for a reason. Or what about that strange Rule 3: You don't have to be Right to Settle. What? Mary Greenwood tells you how. Then there is rule 19: Never Take No for an Answer. But she cautions you to listen to the other party carefully so you can determine if their arguments might allow you to change you mind. Below each Rule's explanation, Ms. Greenwood has a little section called: Script: a small part of a script for Rule 19 is: "I understand what you are saying, but what if we did it this way?" These scripts set you right into a negotiating setting, using "I" so that you get immediately into the verbal reality of a negotiating moment.
Mary Greenwood gives you tips on How to Negotiate with Your Boss, or ex-Spouse, or how to get a good rate at a hotel. She covers an extensive list of the negotiating situations we all find ourselves in. There is an appendix of negotiation terms. Just today, after I had read a little of her book, I found myself suddenly in a situation where I had to be negotiating, and quickly. As I lost it, yelling down the phone what I wanted, I thought, "Oh, my goodness, I have to finish How to Negotiate Like a Pro!" I picked it back up and read like fury. Next time, ah, I will have all of it down pat, thanks to this very thorough book which can be used constantly as a reference as the daily world hurls us its negotiating moments.
Mary Greenwood is highly qualified to write such a book, having been a negotiator most of her professional career as an Attorney, Mediator, Human Resources Director, Union Negotiator, Arbitrator and Law School Professor. After you read this book, you will be able to negotiate "like a professional." I love that it is written by a highly qualified woman, and I recommend this book, not only for men, but for women, like me, who might take a worse offer than bargain for our rights or for a better deal. The author makes this business everybody's business and throws a lot of dignity into the mix. Don't forget to read the one about "you can negotiate with a lunatic," when she goes on to discuss doing so with your ex-spouse!
And, by the way, she has another award-winning book out called, How to Mediate Like a Pro.
Mary Greenwood has won six book awards for her book How to Negotiate Like A Pro; is a finalist in the Self-Help Category for the National Best Books 2007 Awards awarded by USABookNews. She won the 2006 DIY Book Festival Prize for Best "How To Book." She has a long list of other similar awards that are impressive, including Honorable Mention in the Self-Help Category from the London Book Festival 2007, and Runner-Up in the e-Book Category and the Self-Help Category in the New York Book Festival 2007. This book is well laid out and easy to read and would appeal to everyone because of its broad spectrum of situations where we mediate. I highly recommend it.
Amy Milsted, Biology Professor, Akron, Ohio
Customer Rating: Greenwood draws upon her extensive experience as a mediator to come up with a clearly written, succinct set of 41 concise rules for negotiating that are applicable not only to labor issues but also useful to everyday interactions with coworkers and family. This book is readily accessible to all because it is written in standard English, not in legal jargon. As one who is not familiar with legal terminology, I found the Glossary to be especially valuable, as are the other Appendices. For each of the 41 rules, Greenwood provides a sample script that summarizes how one can deal with this point. For example, Rule 31 - "Watch the other side's body language", with the script that follows " When he does not look me in the eye, I think he is lying." Many of the 41 rules should be, but often are not, a matter of common sense in dealing with others; Rule 41 - "Do not expect thanks or gratitude when it is all over."
I have found this book to be an excellent guide for reasonable rules regarding how to interact with others, whether they are supervisors, employees, students, friends or family. I recommend it highly.
