My first interaction with this text was in 2000 attending Prof. Northcraft's class at the University of Illinois. This was easily the most influential class I experienced as a graduate student, thus I am obviously a little biased as a reviewer. However, now as a member of "Corporate America" I have recently revisited it, and have found the knowledge contained within to be indespensible to my current work. In a very easy-to-read and concise manner Prof. Northcraft gets to the heart of what one needs to succeed in negotiation. The discussion takes you beyond broad-brush theory and focuses on some concrete strategies that can elevate your skill as a negotiator.

My only complaint is the title. This book can help the reader with much more than negotiating a jucier bonus. Anyone looking to improve their negotiation skill for any purpose can learn plenty from this book.

This is a must-read for anyone looking for a job or seeking to make the money they deserve in the job they already have. Northcraft and Pinkley are smart, down-to-earth negotiators who show you how you can do your best to negotiate the best salary you can get. Those out of work will gain strength and self-pride from this book, despite their situation -- perhaps the most important help the book offers, in the end!

I know Prof. Northcraft, and I took his course here at University of Illinois. It was WELL WORTH it, as much as the book was too!

I respectfully disagree with the previous reviewer that claimed the book was written by academics with "no negotiating experience." Prof. Northcraft has completed negotiation processes for many small to large corporations, including Disney and many others.

The book is concise, yet practical. The book makes great headway in setting the reader on a pathway to becoming a good negotiator, as much as, if not better than a speech communication book makes a person a good communicator. The reader has to apply and practice the concepts for the skills to become most effective.

A must buy for college grads!

As a professor in a business school, I am often asked for negotiating advice from students. This book will make my life easier as I will keep a couple of copies on the shelf and direct the students to invest in their own copy. The strength of this book is that it is well written, easy to read, and distills a lot of what we know about negotiations down to easy to follow steps. The authors should be commended for writing a book that is simply useful.

I am an experienced vice-president in a fortune 100 company and a seasoned negotiator. I have read numerous books on negotiation and several books which deal specifically with negotiating salary and compensation, as well as, attended several top negotiation training seminars. No other book or training program helped me to renegotiate my current salary and compensation as much as this book did. Following the strategies the authors provided, I was able to improve my title and increase my salary by 25% ,as well as, obtain additional perks. If my experience does not prove how great this book is, I don't know what will.