SPONSORS
Project Management Symposium
APMX
Carnefield College
UT Dallas
CRC Press
Gower Publications
Project Management Symposium

IPMA
PMA
University of Maryland
IPMA 2014
QUT Project Management
SPONSORS

Don’t Say ‘YES’ NEGOTIATE! A Quick Reference to Better Negotiations, First Edition

BOOK REVIEW

 dont-say-yes-negotiateBook Title:  Don’t Say ‘YES’ NEGOTIATE! A Quick Reference to Better Negotiations, First Edition

Author:  Richard Devin

Publisher:  Multi-Media Publications Inc.

List Price:   US$ 29.95

Format:  soft cover; 128 pages

Publication Date:   2011

ISBN: 9781554891078

Reviewer:      David Lamb

Review Date:              November, 2012

________________________________________________________________________

Introduction to the Book

Everyone negotiates.  How can one do it better?  Use a methodology?  Use common sense?  Give up?

This book moves the reader from being acted upon to being an actor in the negotiation play.  The motivation is to move from wanting to be liked to wanting to succeed.  Devin’s book presents a series of negotiation strategies and tactics.

Overview of Book’s Structure

Don’t say ‘Yes’ – Negotiate begins with “Think Before You Speak” and works through another 32 brief, but effective, chapters leading the reader through a survey of negotiation strategies.

Think Before You Speak – Shut up.  Listen.  Think.  Then, respond.  It seems so simple and obvious.  So why don’t we do it.  Devin points out that “we like to talk, and we especially like to talk when someone is willing to listen.”  But as he next points out, the someone listening usually will not have your best interest at heart.

Ensuing chapters include: Ask;  Asking for Something You Don’t Want; Ask, Don’t Tell; and on.  I won’t remove the mystery or surprise or joy the reader will have discovering Devin’s path to more successful negotiations, but I do want to partially divulge portions that particularly caught my eye and mind.

Highlights: What I liked!

The chapter “Ask” is a tour de force describing the most basic point in negotiations.  One never gets if one never asks.  Devin discusses how to rephrase the question to elicit more information from the other side.  Then ask again with another twist, always working to learn.  After asking, then listen.  Do not get distracted by pondering about your own next question.  If you ask and are not paying attention, all advantage will be lost.

More…

To read entire Book Review (click here)

About the Reviewer

david-lambflag-usaDavid Lamb

David Lamb has been involved with software development for his adult career and in software project management for a dozen years.  A graduate of Texas A&M in Physics and Statistics.  An avid kayaker and canoe instructor who enjoys river beautification.

He can be contacted at Davidjlamb1@gmail.com

Editor’s note:  This book review was the result of cooperation between the publisher, PM World Inc and the Dallas Chapter of the Project Management Institute (www.pmidallas.org). Publishers provide books to PM World, books are delivered to the PMI Dallas Chapter where they are given to chapter members who commit to providing a book review in a standard format; the reviews are published in the PM World Journal and PM World Library.  Since PMI Dallas Chapter members are generally mid-career professionals, they represent the intended audience for most PM books.  If you are an author or publisher of a book related to program or project management, and would like the book reviewed through this program, please contact editor@pmworldjournal.net.