Negotiating for Your Life: New Success Strategies for Women

Schapiro made the deal of her life when at 15 she dissuaded a soldier from executing her during the Hungarian uprising of 1956. The author, now a management consultant, successfully argues that people can create options for themselves through personal negotiating. In this sprightly, useful work, Schapiro urges thinking beyond the limitations of one's culture and suggests that almost everything in life is negotiable. Although she focuses on women, much of what she says is equally applicable to men. Her descriptions of several personality types and prescriptions for getting through to them, ring true--e.g., give datacrats details and keep conversation short with driven types while bantering with social butterflies about other people before getting down to business. There is also sound advice about the settings: where and when to make deals, whether to drink and eat and what to wear. Since the ultimate goal is winning the negotiation, Schapiro is not above suggesting that women should use their sex appeal--up to a point. ``If your attractiveness to someone else assists you in getting and keeping their attention, so much the better.'' Also included are exercises to prepare for a negotiation and techniques for rating one's bargaining skills. (Aug.)