This book strikes a great balance between negotiation analysis and real-life application, two aspscts which I believe whoever wants to pursue a good commend of negotiation can not do without. I particularly appreciate authors' dedication to provide lively examples to articulate the key points. I highly recommend this book to serious and enthusiastic readers interested in the facinating field of negotiation.

Livro fantástico, que traz de forma muito clara o entrelaçamento entre criação e divisão de valor na negociação, bem como as consequências da impossibilidade da separação desses elementos e possíveis medidas para obter resultados efetivos na autocomposição do conflito de interesses.

Very informative

Brilliant combination of theoretical insight and practical advice

This is one of my first books on kindle and I must say it was a pleasure to read to not have to wait for the physical book to arrive.As described in an earlier review of the book, the two pronged approach of describing the negotiation analysis and laying out a path those successful managers would take to handle complex business negotiations makes it a worthy read for unseasoned managers like me.The author, David Lax develops the negotiation concepts starting with the key elements of negotiations, describes dilemma of either creating or claiming value, elucidates the negotiation alternatives and the measure of negotiation, evolution of negotiation with game change approach. In addition the author also describes the ways of managing the negotiation situation, ways to negotiate with a mandate, to negotiate through agents/middlemen and to do direct management or indirect management.Overall, I felt that the book had been very well researched and findings were validated and thus increased our confidence in the negotiation approaches taken. I felt that some of the concept descriptions were too lengthy and could have made the point through more live examples. More pictorial illustrations about the various different negotiation models could have helped the reader grasp the elements of negotiation concepts better. More practical examples could further enhance the usefulness of the book.