Critiques
The Peacemaker's Code par Deepak Malhotra
I give it two stars because it's so simple and didn't suggest any ideas I wasn't already thoroughly aware of and because the more we play with this rat-maze metaphor the more it falls apart. On the other hand, I totally agree that we need to remove "the maze from the mouse" and it's something I strive to do as much as I can. But god, I am depressingly complicit in so many of these structures I don't believe in and want to escape, and it seems to me that the author is too. And I'm reminded of a refrain from my critical theory prof wherein often the more we think we are outside an ideology, the more firmly we're ingrained in it.
Het boek bevat een aantal zelfreflectie- en discussievragen (voor groepen, leesclubs, organisaties, teams) en opmerkingen (voor docenten, bestuurders en leidinggevenden).
Een goede start om ermee aan de slag te gaan (zie: http://www.librarything.nl/groups/ikhebjouwkaasgepikt)
The use of case studies throughout the book is an excellent way to handle the queries that inevitable arise. The best case study of all concerns the Cuban Missile Crisis which is accompanied by the author's implication that Kennedy was able to think strategically about negotiating even in the face of nuclear annihilation so what is it that another negotiation faces that is really so dangerous. Not all of the case studies work though - the example where one of the authors pays off a bunch of troublemakers to stop them attacking is hardly the height of ingenuity or bravery.
While Negotiation Genius is a textbook, it does not really read like one. The thought process behind negotiation strategy is laid out very effectively. The work begins with an introduction to value creation and capturing, explores the psychology of negotiation including non-rational behaviour, and tackles key real life issues including negotiating from weakness, handling liars etc. The tips are well thought-out and the messaging is generally highly consistent. The underlying theme seems to be securing as much information as possible before, during, and after the negotiation.
Malhotra and Bazerman have a firm belief in the self-interest of being cooperative. Their explanation of providing information in order to receive information makes sense. However, there is one inconsistency that is glaring - the ethics of negotiation are not well covered. Bazerman in particular has a theory about the evils of parasitic value creation. A chapter is devoted to Bazerman's idea and frankly it reads like a stereotypical academic begging the world to be more liberal and friendly. The ethics discussed are wholly at odds with the fundamental principle laid out in the first chapters of creating and then claiming as much value as possible. Lying in a negotiation is wrong according to Bazerman yet putting in an offer that is clearly unrepresentative of the negotiator's real position is not only acceptable but required. It is not possible for the academic to have it both ways - either the other side of the negotiation table can be influenced using the tips in this book or the negotiator should focus primarily on doing the right thing by society.
Genius is clearly written with hard-nosed American businesspeople in mind. The stereotype is that such people will be ruthless and potentially lacking the breadth of vision to understand that negotiation is often a game of repeated interaction. For those of us who are not so typically hard minded it is less useful to be continually reminded of the need to play the long game. Indeed, for anyone who has background in game theory the principles that Malhotra and Bazerman espouse will generally be quite recognisable. It is only the tips of how to achieve the influence that are different from the underlying decision theory.
While it is always easy to find the few flaws, Negotiation Genius is an excellent primer for the world of negotiation. It is not restricted to the simple price negotiation that is really quite easy to understand but instead builds on the range of real-life interactions that exist. While much of the case study material is just about price, it ranges all the way up to multilateral negotiations at the UN. For any negotiator not already steeped in years of experience and study on the matter, Negotiation Genius is a good way to start.
Case Study 4: The Myth That New Technology Improves RecoveryCase Study 5: Productivity Measures; Case Study 6: Improving Productivity; Case Study 7: Diagnostic Testing as a Tool for Optimization; Case Study 8: Coarse Versus Fine Primary Grind; Case Study 9: Thinking Outside the Box: Fine Crushing Versus Grinding; Case Study 10: Thinking Outside the Box: Classifier Efficiency; Case Study 11: Method for Measuring Performance of Ball Mills; Case Study 12: Comparison of Rougher Flotation Circuit Configurations; Case Study 13: Maintaining Plant Throughput
Case Study 14: Auditing a Complex Flotation CircuitCase Study 15: Auditing Process Technology for Industrial Minerals; Case Study 16: Operator Training; Case Study 17: Application of Computer Software for Obtaining Meaningful Material Balance; Case Study 18: Cleaner-Flotation-Circuit Evaluation; Case Study 19: Operating Parameters as a Function of Metal Prices; Case Study 20: Optimizing Cash Flow on International Operations; Appendix: Typical Questions to Ask During Plant Audit Meetings; References; Recommended Reading; Index; Back Cover
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