"Old School Manipulation"
Someone wrote an, ummmm, "interesting," review on my Contract Negotiation Handbook the other day that I really enjoyed (but in an "I hope this person doesn't know where I live" way). I thought I would re-post here for my readers' amusement.
I really appreciate this person taking the time to write a review about my book. I'd rather get positive or negative reviews than no reviews at all (but, of course, I appreciate glowing, effusive reviews more).
Unfortunately, as you might guess I would say, this reviewer is clearly misinformed. Like most people, including me, the reviewer obviously doesn't read the forwards of books. In my forward, I wrote "You may disagree with some of my tactics or feel uncomfortable using one or more of them. That's OK--no one is forcing you to use any of these tactics, but you should at least be aware of them."
I'm obviously not advocating that we teach our children to lie--that's a bit of an off-the-meds stretch by the reviewer. My point is that, regardless of the rhetoric the reviewer spouts, we shouldn't stick our heads in the sand and ignore what goes on around us. Unfortunately, there are vendors still out there that use "old school manipulation," and, as I describe and explain in my book in detail, there are ways to spot and counter that type of manipulation. One thing I do agree with the reviewer on is that manipulation is not sustainable.
The ironic thing is that sales for the Contract Negotiation Handbook spiked right after this person posted his / her review. The reviewer, in his or her attempt to malign the book and discourage others from buying it, actually helped to increase sales. Why? Because people don't want to be taken advantage of, and the best way for them to prevent that is through knowledge and insight--which the book offers. A "head in the sand" approach--apparently advocated by the reviewer--is also not sustainable.
Old school manipulation
A quick look at the back cover tells you that the author struggles with
the passing of the days of win-lose. In the book, he writes as though
he is so fearful of being manipulated by a vendor, that he becomes a
predator. Is that the way to build a relationship? Is the business
world a jungle or do we make it a jungle by how we act? What would the
game of business be like if we all played fair? We will never know if
we follow the tactics in this book. The retail auto industry is
learning the long term ill effects of manipulation and even they are
changing their ways.
I wonder what happens when the vendor discovers your ploys? Are they on your property when they discover you have lied to get a better deal? Are they protecting your employees by installing safety equipment when they learn that you are not trustworthy? The author advocates that the vendor ploys to take your money so you should ploy to get the most for your money. At what level of ethics does this make sense?
When is it really okay to lie? What do you teach your children? Page 80, the endless BAFO recommends that you lie to vendors in order to get a better deal. What happens if that vendor is your neighbor or attends your church?
We live where we work more today than ever before. Check your name on the internet and see who already knows what you do. We must sustain positive relationships at work and at home. Manipulation is not sustainable.
I wonder what happens when the vendor discovers your ploys? Are they on your property when they discover you have lied to get a better deal? Are they protecting your employees by installing safety equipment when they learn that you are not trustworthy? The author advocates that the vendor ploys to take your money so you should ploy to get the most for your money. At what level of ethics does this make sense?
When is it really okay to lie? What do you teach your children? Page 80, the endless BAFO recommends that you lie to vendors in order to get a better deal. What happens if that vendor is your neighbor or attends your church?
We live where we work more today than ever before. Check your name on the internet and see who already knows what you do. We must sustain positive relationships at work and at home. Manipulation is not sustainable.
I really appreciate this person taking the time to write a review about my book. I'd rather get positive or negative reviews than no reviews at all (but, of course, I appreciate glowing, effusive reviews more).
Unfortunately, as you might guess I would say, this reviewer is clearly misinformed. Like most people, including me, the reviewer obviously doesn't read the forwards of books. In my forward, I wrote "You may disagree with some of my tactics or feel uncomfortable using one or more of them. That's OK--no one is forcing you to use any of these tactics, but you should at least be aware of them."
I'm obviously not advocating that we teach our children to lie--that's a bit of an off-the-meds stretch by the reviewer. My point is that, regardless of the rhetoric the reviewer spouts, we shouldn't stick our heads in the sand and ignore what goes on around us. Unfortunately, there are vendors still out there that use "old school manipulation," and, as I describe and explain in my book in detail, there are ways to spot and counter that type of manipulation. One thing I do agree with the reviewer on is that manipulation is not sustainable.
The ironic thing is that sales for the Contract Negotiation Handbook spiked right after this person posted his / her review. The reviewer, in his or her attempt to malign the book and discourage others from buying it, actually helped to increase sales. Why? Because people don't want to be taken advantage of, and the best way for them to prevent that is through knowledge and insight--which the book offers. A "head in the sand" approach--apparently advocated by the reviewer--is also not sustainable.
Ethic's, Knowledge of how vendors manipulate the customer. Informed business decisions.. I understand trying to do a fair deal and having tools that assist and I don't understand how some can claim prudence to a subject and never been wronged by another vendor. they are driven to accomplish there monthly quarterly sales goals.
Your book is spelled in layman terms and does not advocate any particular practice.. as you disclaim in the beginning.. Manipulation has been around since the beginning of time.. Gov't , religion , Ideology's . I 'll stand by the fact that I drive a fair deal that is equitable to both sides.
And I bet you do too..
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Ah, the voice of reason... Thank you, dear sir!
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