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Recipe for Negotiating Business Deals Successfully

Dana L. Cradeur
Dana International Consulting (2008)
ISBN 9780980127744
Reviewed by Kam Aures for RebeccasReads (5/08)

“Recipe for Negotiating Business Deals Successfully” takes the art of negotiating and breaks it down into an easy-to-understand formula by using the components of chicken soup.  Each ingredient in the chicken soup recipe represents a factor involved in the negotiating process.  “The ingredients have three main functions:  1) to determine the true value of the deal; 2) to determine the true value you bring to the deal; and 3) to assist in formulating strategies to extract the most value.” (p. 14).  To make a good soup you need to tweak the ingredients so the flavor is just right.  The same concept holds true when you are negotiating a deal. 

I don’t want to reveal too much of the “recipe,” but I will give one example.  In Cradeur’s book, she compares the non-negotiable components of a deal to the carrots in the soup.  “In a negotiation, the non-negotiable items are firm and non-flexible just like carrots.  Non-negotiable items are any commercial and/or contractual terms and conditions that must be adhered to in order to proceed with the deal.” (p.15)  Each other key component of the deal is assigned a certain easy-to-remember ingredient as well.

After laying out all of the ingredients and making sure we understand the recipe, Cradeur explores the affects of emotions and various personality traits on the deal process and give tips and strategies for overcoming certain issues and making the deal a positive experience.  Lastly, she provides various tips on dealing with the complexities of negotiating deals with other cultures.

I really enjoyed the final section of the book where Cradeur wraps up everything neatly into a study-guide type format.  All of the major points are outlined in a simple fashion and worksheets are included to assist you in the negotiating process.  There is also a pull-out guide to take with you to refer to if you so choose. Even though the book itself is fairly brief, it is nice to have it further condensed down to an 8-page summary which is easy to refer back to in order to refresh your memory on key points.

“Recipe for Negotiating Business Deals Successfully” will be a beneficial guide to anyone entering the business world, anyone buying or selling a home, business, or any product or service, or just anyone who wants to learn the key components of negotiation and how to make them work to your advantage.  Organization is critical in negotiation and Cradeur’s creative book presents you with a format that will assist you in the organizational process and will help you to skillfully negotiate your way to the best deal that you can! 

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