http://blogcritics.org/ A sinister cabal of superior bloggers on music, books, film, popular culture, politics, and technology - updated continuously. en Copyright 2005 by the authors Wed, 25 Aug 2004 11:57:45 EDT http://backend.userland.com/rss Blogcritics.org custom software http://blogcritics.org/archives/2004/08/25/054051.php#comment-81574 The book does indeed have some useful points. However, it ignores or discounts some common human behaviors (while pretending not to) and that makes this book less than useful. When I first read this book, I was quite taken by its approach, and applied its methods liberally. I read the related and follow-up volumes as well. Over time I discovered that Mr. Ury did not seem to have a good grasp on how humans actually operate, but based his view on how most of us <I>should</i> negotiate. That is, I got burned on several occasions when applying these principles. A number of writings spanning centuries discuss a more realistic view of human behaviors. Machiavelli, Sun Tzu, The 48 Laws of Power, Managing With Power: Politics and Influence in Organizations and others easily admit that a basic motive for many people is seeking and using power. "Win win" negotiations are of no use for them (except as a means to winning). Moreover, it fails to recognize the power differentials operating in most people's lives. In short, this book provides a useful tool for a limited type of negotiation, but does not help you recognize when that might be. Its only advice for dealing with the dark side of human behavior is walking away from the table, really (aka the "Best Alternative to a Negotiated Agreement" or "BATNA"). 81574@blogcritics.org Wed, 25 Aug 2004 11:57:45 EDT