Title: Only the first 100 pages are useful
Product review: Don't be a win at all costs Shark or a bottom feeding pushover Carp, but be a cooperative win-win Dolphin....this is the thesis which this book is based on. I don't think it offers much value.The last 100 pages are dedicated to hypothetical negotiation situations and the canned responses one ought to give. Most of it is common sense. For example, when someone gives you an ultimatum, you should counter it by postponement and hope the other side changes their mind. I wouldn't exactly call that negotiation astuteness, but it doesn't cause harm either.
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