In Jagged Books of Wisdom -- Negotiation: Mastering the Art of the Deal, Morten Lund shares his experiences and advice on how to steer a successful negotiation.
More About the Author
Lund is a graduate of Yale Law School and a partner at Stoel Rives LLP in San Diego. His practice centers on project finance and energy, with particular focus on wind and solar energy. Lund is also the author of Jagged Rocks of Wisdom: Professional Advice for the New Attorney and Jagged Books of Wisdom: The Memo.
Inside the Book
It is first important to note that this book is not just for attorneys and future attorneys; as Lund notes, there is actually "precious little nitpicky or 'lawyerly' stuff" in it. Whether you're trying to get the best price on a new home or closing a deal for a client, the skills and techniques discussed by Lund can be useful weapons in your negotiating arsenal.
Lund's approach, as with all his books, is blunt, honest, and in the form of rules -- 21 rules that are both steadfast and sometimes conflicting. As he points out, such is the nature of life, so you are advised to take the rules and massage them to your needs in a given situation. He offers many examples, anecdotes, and "professional tips" throughout the book.
Chapter titles include the following:
- What Are You Trying to Achieve?
- Prepare; Then Prepare Some More
- It's All About Credibility
- Master the Art of Appeasement
- Care
- Logic Is Your Friend
Rating & Recommendation
This book lays out a very workable framework for any negotiation situation. Lund's emphasis on the importance of knowing your goals and "ungoals," as he calls them, is probably the biggest takeaway -- and, incidentally, is great advice for achieving any goal whether it's during a negotiation or not.
I give this book five stars and recommend it to anyone who could use some guidance in the negotiation process within or outside of the legal system -- and that includes just about all of us.