Have you ever felt like you're on the losing end of the bargain after compromising? Do you wish there was something else you could have done instead? Well, there's good news for you. There is something else you could have done, something else that you can do so you you won't have to feel bad about compromising ever again. In this book, Asaf Shani bravely points out the flaws of the classic Win-Win approach, which is what leads to compromise, and gives you a new, more practical and universal approach on how you can truly win. Asaf Shani is an internationally renowned consultant on negotiation and conflicts and draws from his extensive 16 years of experience in economics, accountancy, law and analytical philosophy to offer a field hands-on guide for dealing with conflicts. Each flaw has its own section, explained in detail and in words that are easy to understand, accompanied by illustrations and examples everyone can relate to and in the last chapter, you'll get a clear idea how to deal with each using Shani's modern 'I win' approach, as well as a step-by-step guide on how to apply the 'I win' approach to every conflict you get caught up in. In this way, the next time you get caught in the midst of conflict, you won't feel out of options or out of touch with yourself. You can grab hold of the situation and in the end, triumphantly say 'I win'!
Most Helpful Customer Reviews
The common concept of a Win-Win situation has been challenged in this well written book by Asaf Shani. Turns out, this well known negotiation tactic isn’t actually your best bet. When negotiating, why should anyone make a compromise? In this book, we learn of a better way to do it: The ‘I Win’ concept. This book teaches you how to negotiate, and how to come out strong. This book is well written and easy to read. The book is divided into two clear parts outlining the flaws of the commonly known Win-Win situation and then explaining how to really win in a negotiation. It uses illustrations as well as great examples to back this concept up. This new and refreshing concept applies to both a business negotiation or a personal one. Whether you are working in an office or working on a relationship, you should learn how to negotiate the right way. If you want to improve your skills as a negotiator, this book is definitely for you.
Though a "mutual benefit" or "interest based" negotiator, I have always hated the term "win win" because it has the scent of marshmallows roasting over an open fire wafting up from it.
This book's central message - "you have to be selfish" - follows short, cogent, example-based reasons why your bargaining partner is likely to self-serve. YOU, says Asaf Shani, need to be self-serving too or you'll just keep depriving yourself and your business or your family of the benefits you deserve.
This is a message women need to hear because women, unlike men, tend to distribute the benefits "fairly" around the table, often to their own detriment. Women also face social sanctions when we appear to be too self-serving as the recent blistering commentary following a woman philosophy professor's counter-offer amply demonstrated (google it).
That said, men and women can, if they follow the prescriptions of this valuable little...
I admit that I bought this book with mixed feelings. On one hand I was somewhat skeptical about a book challenging the all-too-known Win-Win approach and at the same time I was curious to see what is behind the book's subtitle "A Better Alternative To The Win-Win Approach" I was curious mainly because I have had second thoughts regarding the validity of the all-too-known Win-Win approach - it sounds true and valid yet something awfully wrong happens too many times when trying to implement it. I'll give this book the credit for answering my expectations (created by my curiosity) right from the very first pages. The author deals exactly with the question I've raised above - why Win-Win sounds like the right thing, yet too many times it leads to mediocre results. The book is divided into two main parts. In the first part the author provides a deep, evidence supported discussion on what turns the Win-Win into a 'hallow slogan'. In the second part the author offers his new...
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