Negotiating with Giants
Get what you want against the odds

I’m a startup founder who has done a lot of enterprise sales, and was excited about this book. But it was underwhelming. Very repetitive, but the main takeaways were: 1. Wait as long as you can before entering negotiations, and use the time before you enter negotiations to a) get your positioning abso......more

Not too shabby.  Johnston has written a vibrant yet informative how-to.  I'll be better equipped next time I square off against a "giant" in negotiation.  At my height, that's pretty much everyone.   Couple notes: -Blackmail?  LOL -Stand Tall -Ignore the rules -Sacrifice your queen -Form coalitions.  Grow......more

This book is such an interesting mix of great stories with throughout review of practical lesson derived from each and every story. Great read. Thank you! 4 stars because it is a bit too long, and at the end it becoming a bit monotone. Should be as in the story of The Knife Guy : “..this performer v......more

Peter Johnston himself taught me the subject of negotiation at the University of Victoria. He is a super great guy. His strategies are so practical and useful. The book could take you to deal with complex negotiations. The book is well written, in an a high level English. However, it is better to ha......more

It's a bit of a long read, but I appreciated all of the real-life case studies about people who negotiated with big companies to get what they wanted. A true David and Goliath book.......more