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You will learn about the terminology of walkaways and targets, as well as the risks of the approach with its dangers of extreme opening positions and its critical patterns of concession signals. You will also learn where and when competitive strategies are ineffective and why this approach is so popular with new negotiators.
Most importantly, too, however, this is a wise book that does not argue that “one size fits all” negotiations. Collaborative negotiation strategy is equally covered in this work. Once again, an entire chapter is devoted to the strategy. And always, the authors stay true to one of the most important of negotiation caveats: strategy, to be effective, must fit the situation.
This is a comprehensive view of negotiation, pointing its reader through the stages of negotiation and yet stopping to dissect the phases of each. For examples, there are lengthy sections on setting one’s own goals and an equally comprehensive section focused on determining what needs to be researched about the other party. We learn to research their goals, but we also to research their interests and needs, their reputation, the authority of their negotiators and the other party’s preference for tactics and strategies. It is a solid review and typical of the approach of the authors to the whole field.
If you’re looking for a solid, easily read and valuable tutorial on business negotiation, you can’t go wrong on this one.
First rate. This is a book for all negotiators. It includes a full and valuable index.
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