This book contained an abundance of intelligent and practical information. Having read other books in this genre, I found Latz to have a unique and interesting style of presenting information; the book not only kept my interest, but kept me smiling as well. I have made it madatory reading for all my purchasing managers.

This book is filled with helpful tactics and real world applications and examples. I appreciated the lack of "ivory-tower" lecturing and theory. The concepts are clearly explained and practical. They are also easily conveyed to others. A must-purchase for personal and professional negotiating.

I enjoyed this book on three levels:

(1) It presents five guiding principles ("Golden Rules") that seem useful for conducting negotiations, and tells how to adapt them to your own personality;

(2) It offers specific strategies for four types of negotiations; and

(3) It has many examples of negotiating strategies and advice by well-known individuals.

I'm one of those "negotiate by the seat of my pants" people, and that's probably the reason I haven't always done well in the past. Like many people, I've concentrated on leverage and the offer/concession process, both of which I understood pretty well. But now I understand them even better.

For instance, several years ago when I bought my present car, I went to the dealership late in the evening, pretty much ensuring I wouldn't close a deal the same day. That forced the salesman to have to call me for a follow-up and by that time, my excitement about the car of my choice was in check, and I sensed that he really wanted to sell me the car, even more than I wanted to buy it.

But "Gain the Edge!" suggests researching not just what various dealerships are asking for the same car, but finding out what they paid the manufacturer, what their markup is, and how much room they have to "move" on price. And then it suggests doing most of the negotiating over the phone, so you're less likely to feel pressured. It's a lot easier to hang up than to walk away from a determined salesman.

The salesman I dealt with actually called me back three times during the next few days, and each time I did my best to lower the price. But again I made a strategic error. I wasn't patient enough (summer was here and the A/C in my old car had died). I decided to "cut to the chase." I told him the absolute highest amount I could afford for a monthly payment. I now know that that's absolutely crucial STRATEGIC information. It's a mistake I won't make again!

I bought "Gain the Edge!" because I'm going to want to trade in my old car soon. I'm going to do more research this time. And I'm going to follow some of the other great advice in this book -- like setting and sticking to my own agenda and not talking about trade-in until we've settled on a price for the new car.

"Gain the Edge!" is easy to read and has lots of good examples to help you understand the points the author makes. I would highly recommend this book for anyone who plans on making a major purchase, asking for a raise, etc.

First off, I believe it must be stated that I have not finished this book. In fact, I have only just begun. I am at page 100 or so.

Wandering around the bookstore with a general subject in mind (communication), I was drawn to this book. As I began reading it, every issue discussed seems to be concise, however, it does not lack the details needed to fully understand the concepts. The book has a flow to it that keeps the reader interested. The author also includes case studies to back up his information as well as increase understanding. As I progress though the book, I often find myself thinking of personal situations where I could apply the concepts covered. It has also made me aware of the advantages of being prepared in every aspect, including mapping out alternate directions that the negotiation could go and managing those situations to fit your schedule.

If the subject is of interest to you, I am fully confident that you would be very happy with your purchase. I have not read any other books dedicated to negotiation so I am speaking mainly to the beginners. I do not feel that I have enough knowledge in this very in-depth subject to speak to those who have more experience than I.