Fearless Negotiating

I’ve just finished reading a  book called Fearless Negotiating: The Wish, Want, Walk Method to Reaching Agreements That Work, and I though I’d share my thoughts about the book.

In short, the author express the importance of setting your wish (ideal result), want (realistic result), and walk (walk-away point) for ‘any’ negotiations you would encounter. It seems like an obvious advice, but many people don’t do it right. To prove that this 3-step method will bring the better result and comfort, the author talks about case studies he had conducted at his seminars. He found that you will negotiate better if (1) wish-want-walk points are set ‘prior’ to the negotiation (2) the negotiator stick with their wish-want-walk and never adjust them during negotiation (3) wish is set high.

Although he talks about his experiences dealing with ‘unwanted’ customers as a lawyer, his experience is applicable in many situations and you will find a way to effectively deal with unwanted customers or even an employee  in your business.

I give 4 out of 5 star, simply because the point can be made in shorter chapters.