Summary of Get It! Street-Smart Negotiation at Work

How Emotions Get You What You Want

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Get It! Street-Smart Negotiation at Work book summary
If you want to use the most rational approach to negotiation, you have to account for irrational emotions.


8 Overall

10 Applicability

7 Innovation

8 Style


Author Lacey T. Smith is extremely down to earth. He presents his suggestions for how to recognize the emotional components of negotiations in clear and fairly basic English. He illustrates each suggestion with one or more stories and then distills the suggestions into brief, pointed lessons. Because of its clarity, recommends this book to all levels of readers who will be engaging in negotiation. You will find something you can use. However, some of Smith’s techniques can be applied only over the course of time, such as allotting time to videotape practice negotiations and to analyze the level of rapport you manage to establish. Other suggestions are extremely challenging, such as committing oneself consciously to developing and practicing empathy. Therefore, while the book can be read profitably by anyone - and enjoyably, given Smith’s folksy honesty - unless you are a committed, experienced negotiator, you may not be interested in all of Smith’s lessons or even able to apply them.

In this summary, you will learn

  • Why you need to take emotions into account when negotiating;
  • How to negotiate more successfully by establishing rapport and empathy; and
  • How to reframe negotiations to reach your objectives.


Emotions Above Reason
Emotions determine far more of what happens in a negotiation than the rational elements that people consciously advocate. If you recognize that, you start with a huge advantage.

Once you acknowledge the role of emotions, you can make finer distinctions...
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About the Author

Lacey T. Smith has a Princeton M.B.A. and a Harvard law degree. In addition to studying negotiation at the Harvard Negotiation Project and Northwestern’s Kellogg School, Smith has negotiated in various industries. A former reporter, he has served as a state senator and assistant attorney general in Kentucky. Smith and his wife teach seminars on negotiation.

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