As much as I am an avid reader of nonfiction, normally I try to steer clear of what appear to be “traditional” business/management books (yes, I sometimes judge books by their covers). Negotiate with Confidence was recommended by a colleague and I have to say, it exceeded my expectations. Isaacs’ perspective, as veteran of the AEC industry, results from firsthand experience dealing with the same type of clients that we work with regularly. His concrete, easy-to-implement strategies for improving negotiations when pursuing projects resonated with the challenges that we face ourselves. In particular, the discussion of doing anything, i.e. way too much, in the interest of maintaining the client relationship felt especially relevant. I also appreciated that his guidance is not intended to promote a win-at-all-costs negotiation strategy, but rather interest-based negotiation that seeks positive outcomes for all parties.
Overall a quick read and easy to recommend for those in this industry.