The Negotiator Magazine

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There is far more in this book for the negotiator than this review has even begun to suggest. For example, there are many fine points and details that are carefully explored about negotiation. The authors examine, for illustration, various types of compliance incentives and early warning mechanisms that may be built into agreements to better improve future performance and reduce the risk of failure of compliance with the terms.

On a more general nature, the authors lead the reader into an exploration of psychological and cultural barriers that impact negotiation progress and suggest strategies to deal with them. You will find advice on such areas as identifying and dealing with risk-averseness, the reactive devaluation of proposals advanced by one party to the other and the immense power of reciprocity in negotiations.

Lastly, they offer solid counsel on fundamental negotiation strategies and techniques across a wide range of negotiation concerns. Among these topics as diverse as framing techniques through dealing with “hard-ball tactics” such as extreme claims, “take-it-or-leave-it” demands and those ticking “exploding offers” that expire at some specified time and date.

This is a well-written, valuable examination of the art of negotiations that is enjoyable to read and certain to be helpful to both the lawyer and the non-lawyer in preparing for the negotiation arena.

The authors have provided extensive section of Notes which is rich in resources as well as a full Index that readers will find helpful.

Highly Recommended.

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:

'Beyond Winning: Negotiating to Create Value in Deals and Disputes' Beyond Winning: Negotiating to Create Value in Deals and Disputes [Amazon.com]
'Beyond Winning: Negotiating to Create Value in Deals and Disputes' Beyond Winning: Negotiating to Create Value in Deals and Disputes [Amazon.co.uk]

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