Common Sense Negotiation: The Art of Winning Gracefully - Hardcover

Farber, Donald C.

9780941920384: Common Sense Negotiation: The Art of Winning Gracefully

Hardcover

ISBN 10: 0941920380 ISBN 13: 9780941920384

Publisher: Bay Pr, 1996

Nonfiction. Having a copy of COMMON SENSE NEGOTIATION is like having an uncle in the business. Donald Farber, long-time entertainment attorney and literary agent, pulls up a chair and shares his philosophy-that the best deals are created in an atmosphere of mutual respect and trust. Not only does everyone win but a foundation is laid for future cooperation. Farber illustrates his points with fascinating and often amusing examples from his long career in entertainment law and shows how to adapt his time-tested techniques to deal-making at any level.

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Review:

Subtitled The Art of Winning Gracefully, here is a volume of worldly philosophy masquerading as a nuts-and-bolts how-to book that also somehow also manages to be a chatty tell-all Broadway autobiography. Whew! Tough to categorize, but rewarding to read from any of those three perspectives. Theater and film attorney Donald C. Farber, author of numerous texts on entertainment law, has distilled his experience, explaining how actors and authors can most successfully bargain for the best possible contract--not just the one that gets the most money, but one that will stick and not cause problems down the line. He shows how to wed dogged self-interest with a larger sense that all parties in such a contract will be part of a collaboration for months to come, and will remain part of the same entertainment community for years to come--so why not do what's best for all? Can this philosophy be applied to life in general? You bet. Best of all, each point in the book is lavishly illustrated with anecdotes from Farber's real-life contract negotiations on behalf of his own starry clients including author Kurt Vonnegut.

Review:

In our present litigious times, negotiating agreements between two parties, whether they be businesses or individuals, is too often approached from an adversarial stance. Negotiating a deal with which all parties are satisfied and a cordial, ongoing relationship is established is an art. By taking negotiating out of the competitive arena, Donald Farber argues, deals can be struck that are actually more favorable to everyone concerned and that form a groundwork for future cooperation. Veteran attorney Farber shares with the general reader the tactics and techniques he has developed during his many successful years in the entertainment industry in Common Sense Negotiation. Farber defines winning as getting as much out of a deal as you ought to have -- neither taking advantage of someone nor settling for less than you are entitled to. Gracefully means convincing the other party that you have a community of interest rather than a conflict of interest and that the agreement is in their best interest as well as yours. Farber's straightforward, common sense advice, written in accessible non-legalese, and practical examples will help readers at all levels of business experience create solid, fair deals and strong working relationships. Common Sense Negotiation contains helpful appendixes with sample letters and agreements. This is "must" reading for anyone involved in negotiations from playground to boardroom, in the family or in the workplace, in politics or in business. -- Midwest Book Review

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