The Negotiator Magazine

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Reader's Review

John Baker

In essence, negotiation is about understanding others, finding common grounds and perceiving the possibility of joint gains. Its vehicle is communication. At its core, therefore, Dr. Reardon is absolutely correct when she concludes that effective negotiation requires that we must "use words the other side will accept" as we make our case and back it up with "persuasive evidence supporting your side, tempered with a true understanding and appreciation of the other negotiator's side" (p.38).

This being the premise for negotiating success, Professor Reardon turns to a careful presentation of the how's and the why's of accomplishing this process. She does it well and covers a wide array of strategies and tactics that are proven and available to the negotiator to achieve their goals. Illustrative of what the reader will find are discussions of integrative mind-sets such as "thinking in terms of multiple options," preparatory planning steps to determine "choice points," and active engagement techniques for dealing with unexpected "claim clutter" and handling obstacles as they emerge in the negotiation. There is, of course, much more here.

Some readers, including this reviewer, will find Professor Reardon's inclusion of occasional lists such as one defining 64 "compliance-gaining strategies," mind-numbing, but to her credit she notes that if such a list "Ö had to be considered, most negotiations would fail by virtue of complexity alone" (p.125). This reviewer can only add a thankful Amen for this recognition.

This is a solid "how to" book that new negotiators particularly, will find very valuable.

Recommended as a negotiation skills book.

John Baker, Ph.D. Editor

As a service to our readers, you may order this month's Review's Review selection by clicking on the appropriate icon below:

'Gain the Edge: Negotiating to Get What You Want' The Skilled Negotiator: Mastering the Language of Engagement [Amazon.com]

'Gain the Edge: Negotiating to Get What You Want' The Skilled Negotiator: Mastering the Language of Engagement [Amazon.co.uk]

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