Most human beings negotiate virtually every day - it is a life skill. However, because we do it automatically often we don't regard it as negotiation. Negotiation is thought of in terms of money, conditions and schedules, but, in essence, whilst it is about all these things, it is mainly about people - the parties to the negotiation - and how they act and react to each other and to the circumstances in which they find themselves. This is a guide to both parties' desired results, motivation, goals and personalities and a ...
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Most human beings negotiate virtually every day - it is a life skill. However, because we do it automatically often we don't regard it as negotiation. Negotiation is thought of in terms of money, conditions and schedules, but, in essence, whilst it is about all these things, it is mainly about people - the parties to the negotiation - and how they act and react to each other and to the circumstances in which they find themselves. This is a guide to both parties' desired results, motivation, goals and personalities and a guide to a process that we may previously have tended to use without thinking. By encouraging thought, it should help to convert an instinctive reaction into a considered skill, enabling the reader to attain better results in their future negotiations. Key features include sections on both strategies and tactics, an expanded index format for ease of reference in the tactics section and a review of challenges from both sides of the negotiating table.
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