The Negotiator Magazine

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It inevitably includes assumptions that must be tested. It is not a statement of objective truth. Assumptions about interests may prove inaccurate and unknown players and forces may operate on the process. All these caveats in place, it is an invaluable preparatory tool.

Having given us an approach and solid and practical methods for preparation, Steven P. Cohen turns to key elements in the practice of effective negotiating itself. For Cohen, it is a process that should be centered on relationship building, effective communications, creative thinking, fairness and engaged as a shared enterprise among the parties. These are the ingredients not only for an agreement that once made is most likely to be fulfilled by the parties, but also offers the chance for them to exceed their expectations by discovering and building upon inherent synergies between them.

Cohen presents a host of techniques for the negotiator to improve the process and the results. They are all valuable insights and they range from the benefits of collaborative agenda development to the nitty-gritty of dealing with unfair tactics and exploding the myths of negotiation lore.

It is a practical guide for any negotiator. I recommend it as a book that should be on the personal reference shelf.

Steven P. Cohen is the president of The Negotiations Skills Company, Inc (USA) providing consulting and training services in more than forty-five countries. Cohen holds an undergraduate degree from Brandeis University (USA), a masters degree from Henley Management College in the United Kingdom and a law degree from Columbia University (USA). An experienced negotiator, Steve Cohen has taught at the university level in the United States, United Kingdom and France. You may visit The Negotiation Skills Company at the firmís web site at www.negotiationskills.com.

Reviewed by John D. Baker, Ph.D.
Editor and Publisher

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

Negotiating Skills for Managers [Amazon.com]

Negotiating Skills for Managers [Amazon.co.uk]

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