What do you think?
Rate this book
How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator
Sharks are not evil. But they're single-minded and very, very hungry. On land, they take the form of bosses, businesspeople, colleagues, family, and sociopathic neighbors. In the world of former governor of New Mexico and US ambassador to the United Nations Bill Richardson, they have taken the form of the most powerful people in the world. He's engaged in high-stakes, face-to-face negotiations with Castro, Saddam, the Taliban, two generations of North Korean leadership, and many more of the world's most infamous dictators—and done it so well he was known as the "Undersecretary of Thugs" while with the Clinton administration. Now the 5-time Nobel Peace Prize nominee tells these stories—from Washington, DC, to the Middle East to Pyongyang—in all their intense and sometimes absurd glory.
How to Sweet-Talk a Shark is a rare, candid, and entertaining glimpse into an insider's world of high-stakes negotiation—showing Richardson's successes and failures in some of the world's least friendly places. Meanwhile, readers get frank lessons in the art of negotiation: how to prepare, how to size up your opponent, how to understand the nature of power in a standoff, how to give up only what is necessary while getting what you want, and many other strategies Richardson has mastered through at-the-table experience—and from working with other master negotiators like Presidents Obama and Clinton, and Nelson Mandela. These are takeaways that anyone can use to negotiate with the power brokers, dealmakers, and, yes, the hungry sharks in their own lives.
How to Sweet-Talk a Shark is a rare, candid, and entertaining glimpse into an insider's world of high-stakes negotiation—showing Richardson's successes and failures in some of the world's least friendly places. Meanwhile, readers get frank lessons in the art of negotiation: how to prepare, how to size up your opponent, how to understand the nature of power in a standoff, how to give up only what is necessary while getting what you want, and many other strategies Richardson has mastered through at-the-table experience—and from working with other master negotiators like Presidents Obama and Clinton, and Nelson Mandela. These are takeaways that anyone can use to negotiate with the power brokers, dealmakers, and, yes, the hungry sharks in their own lives.
256 pages, Paperback
First published January 1, 2013
26 people are currently reading
401 people want to read
About the author
Bill Richardson
3 books8 followersWilliam Blaine "Bill" Richardson III is an American politician who was 30th Governor of New Mexico, from 2003 to 2011. He was U.S. Ambassador to the United Nations and Energy Secretary in the Clinton administration and has also served as a U.S. Congressman, chairman of the 2004 Democratic National Convention, and chairman of the Democratic Governors Association.
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 21 of 21 reviews
October 20, 2013
Bill Richardson, former Governor of New Mexico, former US ambassador to the UN, former Secretary of Energy, and former US Congressman, recounts his favorite stories. Chapters are titled "Fidel Castro", "Saddam Hussein", "Hugo Chavez", "Sudan", and "North Korea", all recounting people he interacted with or places he travelled, usually to negotiate for the return of hostages.
I had the opportunity to hear Gov. Richardson talk this week about his book and, generally, his experiences (I only read it because they gave out free copies). In person, he oscillates between being jovial and authoritative, depending if he is describing a memorable experience or telling the audience how it is. His writing is similarly polarized: he espouses a high-contrast view of the world that is neither accurate nor consistent.
Richardson starts the book explaining that he would like to teach negotiation through "lesson by example": "Think of this as 'how to negotiate in a million easy steps.'" As he expands on this goal, he is trying to be funny, but ends up displaying a peculiar view of the world:
The book is cheesy. Really cheesy. It settles into the book's tone after awhile, but it's jarring at first. He opens the first chapter with this aside (his offer is "you should read this book");
He describes North Korea's closed internet access:
It's clearly the Governor's style (or possibly what Kevin Bleyer, the Daily Show writer whose name is also on the book, imposes on his image), but I found it grating. YMMV.
The bulk of the book consists of Richardson recounting stories from his experiences with the world's most infamous rulers, detailing events and conversations. The moments he chooses to highlight are revealing. He starts with advice on, um, I'm not sure---surrounding yourself with people who have too much access?
He repeatedly brags about bringing race into his negotiations, first while negotiating with Omar al-Bashir for American prisoners, then with Fidel Castro for political dissidents:
He also regularly displays an all-too-familiar view of America from US politicians---blaming other countries for their faults, as if America wasn't guilty of similar. As an example, from Richardson's inner monologue while negotiating with Cuba's foreign minister:
As you get towards the end of the book, a chapter titled "Russia" opens by laughing about their recent move towards paper documents in light of the NSA's revelations. And here's where the book gets weird---Richardson not only acknowledges the widespread NSA spying, but brags openly about leveraging the NSA's dragnet surveillance for personal success:
To recap, Governor Richardson:
* used information gathered by the NSA
* by spying on a foreign ambassador to the UN
* about his personal life
* for matters not at all related to national security.
And, in case that wasn't good enough, he then takes time to compare what he did to analogous situations (after asking, "should you spy on your husband, your wife, or your children?"):
You read that right: Richardson is justifying NSA spying because a) the NSA exists (so somehow the intel gathering is not "duplicitous"?) and b) he thinks it wouldn't cause resentment.
I nearly threw the book out the window after that section.
(Aside: in person, he takes time, without being asked, to denounce Snowden to the audience as "despicable" and explaining that it's not right for him to decide what is and isn't in the interest of national security. Thanks for letting me know, Governor. After all, you can testify best about how exclusively it is about national security.)
The remainder of the book devolves into inanity. The chapter titled "Barack Obama" drags you along Richardson's personal therapy session while he rehashes his relationship with the Clintons (despite opening the book with the same story). But in case you aren't bored yet, his last chapter, "Billy the Kid", gives you a front-row seat to his inner monologue across years of deciding whether or not to give a posthumous pardon to Billy the Kid.
Conclusion: train-wreck of a book. It's very open and honest about his experiences and his views, and it's very accessibly written, but if you didn't like politicians before you'll like them even less after reading this.
I had the opportunity to hear Gov. Richardson talk this week about his book and, generally, his experiences (I only read it because they gave out free copies). In person, he oscillates between being jovial and authoritative, depending if he is describing a memorable experience or telling the audience how it is. His writing is similarly polarized: he espouses a high-contrast view of the world that is neither accurate nor consistent.
Richardson starts the book explaining that he would like to teach negotiation through "lesson by example": "Think of this as 'how to negotiate in a million easy steps.'" As he expands on this goal, he is trying to be funny, but ends up displaying a peculiar view of the world:
Your life is full of unpredictable and irrational people. Your bosses, your spouse, your children, your neighbors---sure, they don't command armies or rule over countries, but they hold their own unique power over you, and have no scruples about trying to wield it at will. Look around: You live and work with tyrants.
The book is cheesy. Really cheesy. It settles into the book's tone after awhile, but it's jarring at first. He opens the first chapter with this aside (his offer is "you should read this book");
I see you've accepted my offer. Rookie mistake. The first offer is rarely the best offer...never swing at the first pitch. But you swung. That's okay.
He describes North Korea's closed internet access:
"In Google terms, the filter settings were 'SafeSearch: Very Much On.'"
It's clearly the Governor's style (or possibly what Kevin Bleyer, the Daily Show writer whose name is also on the book, imposes on his image), but I found it grating. YMMV.
The bulk of the book consists of Richardson recounting stories from his experiences with the world's most infamous rulers, detailing events and conversations. The moments he chooses to highlight are revealing. He starts with advice on, um, I'm not sure---surrounding yourself with people who have too much access?
"Prior to our trip to Israel, I called [Omar Suleiman] directly (miraculously, Mickey had somehow acquired the strongman's personal number; this is how valuable your team can be!)"
He repeatedly brags about bringing race into his negotiations, first while negotiating with Omar al-Bashir for American prisoners, then with Fidel Castro for political dissidents:
"'But Omar', I leveled with him. 'I'm a politician. I can't take the white guy, and then leave the two black guys behind! How would that look?' I asked."
"I couldn't help but appeal to by Hispanic brother. 'But Fidel, you gave Jesse [Jackson] forty-nine [dissidents]! And you're only offering me three? You gave the black guy almost fifty, but you're giving the Hispanic guy three? ¿Solamente tres? You're gonna make me look bad.'"
He also regularly displays an all-too-familiar view of America from US politicians---blaming other countries for their faults, as if America wasn't guilty of similar. As an example, from Richardson's inner monologue while negotiating with Cuba's foreign minister:
"I wanted to say that there are certain elements of Cuba that are somewhat third world: jailing political dissidents, for starters. But that would have been impolite."
As you get towards the end of the book, a chapter titled "Russia" opens by laughing about their recent move towards paper documents in light of the NSA's revelations. And here's where the book gets weird---Richardson not only acknowledges the widespread NSA spying, but brags openly about leveraging the NSA's dragnet surveillance for personal success:
"What I'm talking about here is something called asymmetric information… The sticky aspect of asymmetric info lies in how you come by the information and how you feel, personally, about whether you should use it… I answered that question for myself quite easily…
I had a particularly good track record on [scheduling UN Security Council votes], for one highly amusing reason: Somehow I always knew when one highly opinionated and anti-American ambassador would be unavailable. Specifically, when he would be visiting his mistress.
[…]
So how, then, did I know? Well, let's say I just did. And the information I received was Foreign Affairs meets Fifty Shades of Grey."
To recap, Governor Richardson:
* used information gathered by the NSA
* by spying on a foreign ambassador to the UN
* about his personal life
* for matters not at all related to national security.
And, in case that wasn't good enough, he then takes time to compare what he did to analogous situations (after asking, "should you spy on your husband, your wife, or your children?"):
"Of course not. Our obligation to be ethical and moral participants in these fundamental relationships demands an obvious no. You are not America, and your spouse is not Russia. You live and work with these people.
[…] Many parents would argue that if you can get your hands on your child's Facebook passeord, you should have it… but ethically and morally, that's absurd. We all deserve a zone of privacy … In cases like these, in the home and at the office, we don't have an NSA at our disposal. Any intel you acquired would be a product of your own duplicity. And frankly, if your spouse were ever to learn that you spied on them, it would cause resentment with repercussions…"
You read that right: Richardson is justifying NSA spying because a) the NSA exists (so somehow the intel gathering is not "duplicitous"?) and b) he thinks it wouldn't cause resentment.
I nearly threw the book out the window after that section.
(Aside: in person, he takes time, without being asked, to denounce Snowden to the audience as "despicable" and explaining that it's not right for him to decide what is and isn't in the interest of national security. Thanks for letting me know, Governor. After all, you can testify best about how exclusively it is about national security.)
The remainder of the book devolves into inanity. The chapter titled "Barack Obama" drags you along Richardson's personal therapy session while he rehashes his relationship with the Clintons (despite opening the book with the same story). But in case you aren't bored yet, his last chapter, "Billy the Kid", gives you a front-row seat to his inner monologue across years of deciding whether or not to give a posthumous pardon to Billy the Kid.
Conclusion: train-wreck of a book. It's very open and honest about his experiences and his views, and it's very accessibly written, but if you didn't like politicians before you'll like them even less after reading this.
August 3, 2017
Each chapter brought in lessons in negotiations. There is still a long way to go and experience to revel in, to reach and become a better a negotiator. This book although in certain aspects bias, gives a good foundation for negotiations.
January 9, 2017
A bunch of self-aggrandizing anecdotes with little advice about negotiating. My eyes are in a perma-rolled state.
May 25, 2017
Meh...stories were cool, and he did have a few things to share about negotiation but nothing that I've not heard before. Not really one I'd re-read or recommend.
January 26, 2019
Enjoyable quick read. Learned some great advice and valuable bits of American history at the same time.
December 4, 2020
Breezy, amusing, and interesting memoir
March 3, 2016
A fairly well-written and quick read. This book is essentially a collection of case studies concerning negotiation. It ranges from Governor Bill Richardson's dealing with North Korea to Saddam Hussein to how he handled the Clintons with his 2008 endorsement of Obama (it is interesting reading about the 2008 election now, in the midst of the insane 2016 primaries), to even how he considered whether or not he should pardon long-dead Billy the Kid before leaving office in New Mexico.
There were several typos throughout the book, which made me feel like it was a rushed project, but then again, I approached this book as if it were a series of blog posts. There wasn't anything too profound in this book, but it was pretty interesting and at least showed how some 'negotiation theory' (nothing really academic) plays out in practice. Gov. Richardson always hammered the following point: 'Once you've got the deal, get out!' If you stick around, something might happen that could sour everything. That said, if you do get what you want, don't make the other party feel bad about themselves (although that should just be common courtesy sense).
I was a bit disappointed with his section on Russia. It was good at addressing asymmetric information, but, besides mentioning his encounter with a drunk Boris Yeltsin, and a deal he struck in a Siberian hot spring, he really didn't have a story to tell about negotiating in Russia. He started off the chapter mentioning how Russian officials were starting to use typewriters again in 2013, in light of the NSA scandal, but that was pretty much it. I write about my 'disappointment', only because I am fascinated by Russia and when I saw it in the table of contents, I was looking forward to the chapter. This is really only a personal thing and doesn't take away from the book's message at all. The topic of morality of asymmetric information was handled pretty well.
Overall, this was a good read. I liked it - hence three stars. It didn't blow me away either. Indeed, it was both a quick read and an entertaining one. Finally, I must say that the title is a grabber as well.
There were several typos throughout the book, which made me feel like it was a rushed project, but then again, I approached this book as if it were a series of blog posts. There wasn't anything too profound in this book, but it was pretty interesting and at least showed how some 'negotiation theory' (nothing really academic) plays out in practice. Gov. Richardson always hammered the following point: 'Once you've got the deal, get out!' If you stick around, something might happen that could sour everything. That said, if you do get what you want, don't make the other party feel bad about themselves (although that should just be common courtesy sense).
I was a bit disappointed with his section on Russia. It was good at addressing asymmetric information, but, besides mentioning his encounter with a drunk Boris Yeltsin, and a deal he struck in a Siberian hot spring, he really didn't have a story to tell about negotiating in Russia. He started off the chapter mentioning how Russian officials were starting to use typewriters again in 2013, in light of the NSA scandal, but that was pretty much it. I write about my 'disappointment', only because I am fascinated by Russia and when I saw it in the table of contents, I was looking forward to the chapter. This is really only a personal thing and doesn't take away from the book's message at all. The topic of morality of asymmetric information was handled pretty well.
Overall, this was a good read. I liked it - hence three stars. It didn't blow me away either. Indeed, it was both a quick read and an entertaining one. Finally, I must say that the title is a grabber as well.
August 13, 2014
I received this book for free through Goodreads First Reads.
Told in a folksy, in-the-moment style, How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator by Gov. Bill Richardson is less of a how-to book and more of a memoir. But memoir may not be the best word - the book reads more like you went into a bar, sent next to Richardson, and he then went into a long story about some negotiation he worked on. The stories are interesting, especially the tiny details Richardson relates about his experiences (like offending Saddam Hussein by showing the dictator the bottom of his feet while crossing his legs).
The chapters of the book are:
- The Clintons
- North Korea
- Saddam Hussein and the Egyptian Torturer
- Sudan
- Fidel Castro
- The Congo
- Hugo Chavez
- Russia
- President Barack Obama
- Billy the Kid
Is the book a good resource for learning about negotiation tactics? No, not really. There are a few truisms sprinkled in the text - "in negotiations, be candid from the outset" - but no insights that give the reader a deeper understanding of international relations. Instead, the book serves to highlight Richardson, his various roles as a government official, and the more interesting events he has experienced. If you read the book from the perspective of learning more about Richardson's service or significant foreign policy events, it makes more sense. Richardson's best writing is when he is relating the back-and-forth elements of working with dictators, terrorists, and other difficult people. His worst, though, is the often over-blown discussion of his own importance in U.S. politics, especially in relation to the 2008 presidential election.
Told in a folksy, in-the-moment style, How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator by Gov. Bill Richardson is less of a how-to book and more of a memoir. But memoir may not be the best word - the book reads more like you went into a bar, sent next to Richardson, and he then went into a long story about some negotiation he worked on. The stories are interesting, especially the tiny details Richardson relates about his experiences (like offending Saddam Hussein by showing the dictator the bottom of his feet while crossing his legs).
The chapters of the book are:
- The Clintons
- North Korea
- Saddam Hussein and the Egyptian Torturer
- Sudan
- Fidel Castro
- The Congo
- Hugo Chavez
- Russia
- President Barack Obama
- Billy the Kid
Is the book a good resource for learning about negotiation tactics? No, not really. There are a few truisms sprinkled in the text - "in negotiations, be candid from the outset" - but no insights that give the reader a deeper understanding of international relations. Instead, the book serves to highlight Richardson, his various roles as a government official, and the more interesting events he has experienced. If you read the book from the perspective of learning more about Richardson's service or significant foreign policy events, it makes more sense. Richardson's best writing is when he is relating the back-and-forth elements of working with dictators, terrorists, and other difficult people. His worst, though, is the often over-blown discussion of his own importance in U.S. politics, especially in relation to the 2008 presidential election.
October 29, 2013
For purposes of full disclosure, I received this book as a Goodreads First Read.
A great collection of first-hand accounts of high-level negotiations from a master negotiator himself, Bill Richardson. This non-fictional book is not only an interesting book about a man's life in government, but is also a how-to on negotiating. Mr. Richardson has taken what can be a dry topic and made it entertaining with his sense of humor and wit. His experiences with world leaders like former President Clinton, President Obama, Saddam Hussein, Fidel Castro, and Chavez make this book even more interesting. While Getting to Yes: Negotiating Agreement Without Giving In focused on negotiating in business and your private life, How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator pulls extreme examples of negotiating with world dictators, terrorists, torturers, and every day politicians. A quick-read it is both educational and entertaining. A must-read for anyone who may have to negotiate or who is interested in politics.
I really enjoyed this book! I wasn't expecting it to be as entertaining or readable but I found myself enthralled and loved every minute spent reading it. To say the least, I highly recommend it.
A great collection of first-hand accounts of high-level negotiations from a master negotiator himself, Bill Richardson. This non-fictional book is not only an interesting book about a man's life in government, but is also a how-to on negotiating. Mr. Richardson has taken what can be a dry topic and made it entertaining with his sense of humor and wit. His experiences with world leaders like former President Clinton, President Obama, Saddam Hussein, Fidel Castro, and Chavez make this book even more interesting. While Getting to Yes: Negotiating Agreement Without Giving In focused on negotiating in business and your private life, How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator pulls extreme examples of negotiating with world dictators, terrorists, torturers, and every day politicians. A quick-read it is both educational and entertaining. A must-read for anyone who may have to negotiate or who is interested in politics.
I really enjoyed this book! I wasn't expecting it to be as entertaining or readable but I found myself enthralled and loved every minute spent reading it. To say the least, I highly recommend it.
February 24, 2015
Incredibly entertaining read. Richardson recounts visits and negotiations with despots and dictators around the world, and some closer to home in the States as well. Plenty of anecdotes mixed in with negotiation tips, it's almost less of a howto than it is a collection of essays highlighting memorable encounters. I thought it very interesting to see what actually goes on in a negotiating session between people in high-office (the ability to call for press conferences and how it can be 'used' was particularly eye-opening).
Mostly, I was surprised how fun it was. Recommended, if you have either a passing interest in politics or negotiation, or just fun stories.
Mostly, I was surprised how fun it was. Recommended, if you have either a passing interest in politics or negotiation, or just fun stories.
November 15, 2013
An entertaining read full of anecdotes of his negotiations. Don't think it would be useful to learn how to negotiate, but I didn't buy it for that purpose. but man, the guy definitely has no self-confidence issues.
EDIT: Jesse's review is also spot on; I found the book entertaining anyway even though I don't at all agree with his political views/worldviews.
EDIT: Jesse's review is also spot on; I found the book entertaining anyway even though I don't at all agree with his political views/worldviews.
Read
November 27, 2013An easy read and somewhat lighthearted portrayal of Bill Richardson's negotiating skills and adventures. If you want to know how to deal with despots and dictators, this may be the book for you. It may help you in your own negotiations with your wife, boss, children, relatives and friends.
December 18, 2016
Anyone who has read books on negotiations will get nothing new or particularly insightful. Mr. Richardson is justifiably proud of his accomplishments and if you can cut through his extremely high opinion of himself, there are some decent anecdotes. Quick and painless.
December 1, 2013
Seemed to be more an opportunity for Bill to brag about the people he's met in his life. There was little in there about how to actually negotiate, in the real world, with real people. Disappointing
March 15, 2014
Not much of a book on negotiation, but some good stories from the campaign trail.
April 29, 2014
While I am not a fan of Bill Richardson's politics, this is a very interesting and informational book.
September 22, 2014
Very entertaining. The writing is fun, funny, and easy to read. Plus, I loved the real-life negotiation tips.
July 22, 2015
OUTSTANDING read...I thoroughly enjoyed it! Thanks Bill! Learned a lot!
November 3, 2013
pretty good book, a bit to anecdotal, but very instructive.
April 26, 2017
Surprising and yet not surprising to hear about how humor plays a significant role in building trust and agreement even in those most difficult relationships and negotiations. Very interesting read.
Displaying 1 - 21 of 21 reviews