Summary of The Upper Hand

Winning Strategies from World-Class Negotiators

Platinum Press,
First Edition: 2004 more...

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The Upper Hand book summary
Famous negotiators explain how to research, plan, get control, learn from the other side, make them trust you and win.


9 Overall

9 Applicability

7 Innovation

8 Style


getAbstract recommends this book to anyone who negotiates regularly and wants to get better at it. Actually, authors Michael Benoliel and Linda Cashdan have written such a clear book that just about anyone could read and enjoy it. They interviewed a host of well-known expert negotiators, such as former Israeli Prime Minister Shimon Peres, former U.S. Secretary of State James A. Baker III, U.S. Senator Bob Dole and even sports agent Jeff Moorad, for their advice and perspectives on negotiation. This is intrinsically interesting reading. Novice negotiators should take special heed since most negotiation is deeply experiential and, as the authors note, most new negotiators don’t predict its outcome correctly. People tend to overestimate how good they’re going to be at negotiating, and underestimate how challenging it will be. Let one deal go bad or even allow one negotiation to stall for days, and you’ll be ripe for the solid advice this fine book provides. It is realistic, applicable and challenging.

In this summary, you will learn

  • How to prepare for negotiations on all levels: intellectual, emotional, social and physical;
  • What the benefits of good negotiations can be; and
  • Why preparation, trust and mindset matter so much in negotiation.


"Enter the Room Well Armed"
Successful negotiations start with research and planning long before you reach the bargaining table. First, study the situation from all angles so you understand the whole context, not just the specific positions or questions under negotiation. Michael McDonald...
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About the Authors

Michael Benoliel, Ph.D., a certified mediator, founded the Center for Negotiation, which he directs. He has helped with negotiations for organizations in Africa, the Middle East and the United States. Linda Cashdan worked for Voice of America for more than 30 years, and has published many freelance articles.

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