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15 Tools to Turn the Tide: A Step-by-Step Playbook for Empowered Negotiating
A revolutionary new guide to negotiating in the face of stress and adversity--from an award-winning professor of negotiation and conflict management who teaches at NYU's Stern School of Business and Columbia's School of International & Public Affairs. Negotiation is hard. It's especially tough when you feel like the underdog--whether you face a ‘Godzilla' counterpart, face threats of budget cuts during a downturn, or know that you need a deal more than the other side does. Seth Freeman can help. Freeman is an award-winning professor who has taught negotiation to thousands of leaders and students. His clients range from Fortune 500 executives to kindergarteners, from top corporate lawyers to grad students just beginning their careers, from UN diplomats negotiating global problems to small business owners negotiating terms with suppliers. In 15 Tools to Turn the Tide , he shares field-tested techniques that can turn anyone into a much better negotiator. Unlike other negotiation books, 15 Tools doesn't just give key principles. It also gives you a suite of customized, step-by-step devices--simple phrases, mnemonics, and more--that you can learn, remember, and deploy well whenever you need them. Freeman guides you every step of the way, from preparation to the encounter itself, to the decision whether or not to accept the offer. Digestible, memorable, and groundbreaking, these tools are also designed to help you "win warmly"--doing well for yourself, even as you care for the other person too. One tool, for example, gives you a handy 1-page ‘play card' that guides you throughout the talks, eases your cognitive burden, and helps you discover hidden, satisfying deals others miss. It's just one of the many innovative and much-loved instruments Freeman's created that can dramatically improve your chances. Whether you're closing a multi-million dollar deal in a recession, negotiating a job offer, or just working out holiday dinner plans with your in-laws, 15 Tools to Turn the Tide gives you a roadmap to your goals--a relentlessly practical guide you'll actually use again and again.
1 pages, Audio CD
Published May 23, 2023
28 people are currently reading
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Displaying 1 - 8 of 8 reviews
January 18, 2023
Freeman’s book provides lots of scenarios to which his fifteen tools have been applied. As the title suggests, most of the scenarios have a crisis, catastrophe or conflict as the starting point. The book’s value comes in the acronyms (what Professor Freeman calls mnemonics ): I FORESAW IT, APSO, WIN-LOSE are some of them, with the foremost being the main one. Underlying his tools are principles of kindness, generosity and respect and a desire for win-win agreements. Though he recognizes that his “students” may abuse their negotiating expertise, he hopes they recognize the biblical and Spider-Man’s dictum that great power entails great responsibility. While citing General Eisenhower’s secret weapon of generating harmony among rivals, he exhorts us to negotiate in a way that brings contentedness, wholeness to everyone (the Jewish concept of shalom).
Freeman’s mnemonics easily guide negotiators from having to remember others’ elaborate tactics (like Roger Dawson’s 40 rules, principles and gambits). Though the author encourages fact finding, it lacked much discussion on good, non-leading open-ended questions. I was particularly struck that Freeman highlights some of Harvard professor Mnookin’s work and yet neglected a former FBI negotiator Chris Voss’ advice on becoming the “smartest person in the room” by utilizing these types of questions. Voss beat Mnookin in a staged but surprise kidnapping by asking questions such as “How would I get that kind of money to pay the ransom?” Thus making his problem their problem, making their request into a problem. In my thirty-plus year career in business, negotiating customer complaints, supplier issues, customer contracts, these are some of the best tools. Freeman’s tools start with researching the other’s (and our own) interests, facts and options. Open-ended questions are important, especially if you listen deeply and empathetically as Freeman suggests.
Even though Freeman discusses dealings with “Godzillas” and junkyard dogs, and provides a few strategies for dealing with them by de-escalating the situation or isolating them from the negotiation or getting allies involved, I was wondering just how Freeman would handle a narcissistic Godzilla—and I’ve had a few bosses like this—when it seems no amount of persuasion helps and the facts become fluid. Donald Trump in his book The Art of the Deal talks about “fighting back and fighting back hard.” This has been proven by his record in litigation that, according to USA Today in 2016, showed he entered into more litigation than a half-dozen, larger real estate developers combined. Some of those lawsuits had to do with non-payment to construction contractors. If you find you couldn’t walk away (win-win or no deal, right?), and the deal goes sour, what’s the best strategy for recovering shalom when the Godzilla is as rabid and tenacious as a junkyard dog?
I would recommend this book for every business person, who may or may not have to negotiate, because Freeman’s tools are also helpful in problem-solving some project team dynamics, budget discussions, etc.
Freeman’s mnemonics easily guide negotiators from having to remember others’ elaborate tactics (like Roger Dawson’s 40 rules, principles and gambits). Though the author encourages fact finding, it lacked much discussion on good, non-leading open-ended questions. I was particularly struck that Freeman highlights some of Harvard professor Mnookin’s work and yet neglected a former FBI negotiator Chris Voss’ advice on becoming the “smartest person in the room” by utilizing these types of questions. Voss beat Mnookin in a staged but surprise kidnapping by asking questions such as “How would I get that kind of money to pay the ransom?” Thus making his problem their problem, making their request into a problem. In my thirty-plus year career in business, negotiating customer complaints, supplier issues, customer contracts, these are some of the best tools. Freeman’s tools start with researching the other’s (and our own) interests, facts and options. Open-ended questions are important, especially if you listen deeply and empathetically as Freeman suggests.
Even though Freeman discusses dealings with “Godzillas” and junkyard dogs, and provides a few strategies for dealing with them by de-escalating the situation or isolating them from the negotiation or getting allies involved, I was wondering just how Freeman would handle a narcissistic Godzilla—and I’ve had a few bosses like this—when it seems no amount of persuasion helps and the facts become fluid. Donald Trump in his book The Art of the Deal talks about “fighting back and fighting back hard.” This has been proven by his record in litigation that, according to USA Today in 2016, showed he entered into more litigation than a half-dozen, larger real estate developers combined. Some of those lawsuits had to do with non-payment to construction contractors. If you find you couldn’t walk away (win-win or no deal, right?), and the deal goes sour, what’s the best strategy for recovering shalom when the Godzilla is as rabid and tenacious as a junkyard dog?
I would recommend this book for every business person, who may or may not have to negotiate, because Freeman’s tools are also helpful in problem-solving some project team dynamics, budget discussions, etc.
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April 22, 2025This book is basically your negotiation cheat code for when things get messy. Freeman doesn’t just teach you how to “win”—he shows you how to win without being a jerk. His tools feel like hacks you can pull out mid-crisis, and they’re actually designed to work when emotions are high and stakes are real.
He introduces a memorable acronym—"I FORESAW IT"—as a framework for handling high-stress negotiations. It walks you through ten smart moves to defuse tension, buy yourself time, and make better decisions. Think of it like a life vest when you're in deep conflict waters. Whether you’re stuck in a business standoff or a family feud, this system gives you language, perspective, and a game plan.
Unlike other books that focus only on strategy, this one cares about empathy. It encourages you to step back, cool off, and look at the bigger picture before reacting. You’ll learn how to reframe tense moments, bring in outside advice, and avoid common mental traps that derail conversations.
It’s a chill but smart read that doesn’t rely on corporate lingo or power plays. It's like getting coaching from a level-headed friend who happens to be a conflict-resolution expert.
Takeaways:
1. “I FORESAW IT” = your prep plan to stay cool under pressure.
2. Treat tough convos like puzzles, not battles.
3. Getting outside advice (“wise crowds”) can save you from dumb solo decisions.
He introduces a memorable acronym—"I FORESAW IT"—as a framework for handling high-stress negotiations. It walks you through ten smart moves to defuse tension, buy yourself time, and make better decisions. Think of it like a life vest when you're in deep conflict waters. Whether you’re stuck in a business standoff or a family feud, this system gives you language, perspective, and a game plan.
Unlike other books that focus only on strategy, this one cares about empathy. It encourages you to step back, cool off, and look at the bigger picture before reacting. You’ll learn how to reframe tense moments, bring in outside advice, and avoid common mental traps that derail conversations.
It’s a chill but smart read that doesn’t rely on corporate lingo or power plays. It's like getting coaching from a level-headed friend who happens to be a conflict-resolution expert.
Takeaways:
1. “I FORESAW IT” = your prep plan to stay cool under pressure.
2. Treat tough convos like puzzles, not battles.
3. Getting outside advice (“wise crowds”) can save you from dumb solo decisions.
July 1, 2023
This book was an insightful piece of work by Seth Freeman. This book is a must-read for anyone that wants to succeed in negotiating. As a recent college graduate, I will utilize these skills in negotiations. Thank you so much, Seth!
May 16, 2023
I want to get a copy of this book for everyone I know, family And coworkers! It's easy to read with invaluable tips that are easy to apply in business as well as life with family and friends.
June 5, 2023
Easy to follow tools and interesting takes on negotiations. I think the tools will be helpful and I am glad I read it. I even earmarked a few pages for reference in the future.
July 8, 2023
😁😁 Won in a giveaway 🙂🙂
They have some really good negotiating points in this book. A lot of it is stuff I already and some others will also already know or do. It's always nice to have reminders. The points make sense. To show the other person you understand. To compromise. To not accuse, etc etc. I honestly did like this book. Sometimes I felt like it droned on and on in some chapters and I got a little bored. Just needed to get to the point. It may just be me though. I feel like this book could really help others. Whether you're at the top of your job or just starting out. I did like it. 3.5 stars. Thank you to the author, Seth Freeman, HarperCollins Books and Goodreads for my free copy. Happy reading! 🥰
They have some really good negotiating points in this book. A lot of it is stuff I already and some others will also already know or do. It's always nice to have reminders. The points make sense. To show the other person you understand. To compromise. To not accuse, etc etc. I honestly did like this book. Sometimes I felt like it droned on and on in some chapters and I got a little bored. Just needed to get to the point. It may just be me though. I feel like this book could really help others. Whether you're at the top of your job or just starting out. I did like it. 3.5 stars. Thank you to the author, Seth Freeman, HarperCollins Books and Goodreads for my free copy. Happy reading! 🥰
April 23, 2024
I'm in the middle of reading it, and already this book is providing a lot of value.
It's written in an easy-to-understand way, with interesting examples and stories.
You can tell that Professor Seth Freeman cares about his readers and wants to share and teach what he himself practices.
The negotiation tools described in it are not magical spells, but real ways to implement in life. And they work!
This book has the potential to become a classic in negotiation literature.
It's written in an easy-to-understand way, with interesting examples and stories.
You can tell that Professor Seth Freeman cares about his readers and wants to share and teach what he himself practices.
The negotiation tools described in it are not magical spells, but real ways to implement in life. And they work!
This book has the potential to become a classic in negotiation literature.
June 13, 2024
A useful toolkit for life and professional negotiations.
Displaying 1 - 8 of 8 reviews