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Readers will learn how to get all the interests right and position their advocates either at the table or in the “wings” as powerful influencers of the negotiation.  You will in sum, learn how to set the most promising table and how to best utilize the full cast of actors.

You will learn to develop lasting deals through finding and creating value so that each party is strengthened in its implementation by significant value through the new agreement.   Here, as so often in this carefully crafted work, the authors have drawn on both their own experience and the work of experimental psychology to illustrate their findings.   This incorporation of the dual thrust of experience and research is one of the book’s hallmarks.  

In this case, the authors explore a wide-spread skepticism of some negotiators that “pie-growing stuff is realistic” and has real potential (p.128).   The authors also acknowledge that psychologists confirm that “adversarialism is a pervasive and deep-rooted human tendency.”  Additionally, the writers also cite a survey of some 5,000 persons involved in over 32 negotiating studies, fifty percent of whom failed “to spot and take advantage of value-creating issues” (p. 129).

All this explored, the writers conclude:

In many ways, this illustration forms the theme of this most valuable book.   This reviewer fully concurs that negotiation is a complex, learnable skill acquired by anyone who works at it, but it needs to be viewed as truly an art form.   Art, of course, is part inspiration, part skills and part perspiration.   So is effective negotiation.   

If you’re looking for a solid work on 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.

Highly Recommended.

 

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

'3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals 3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals [Amazon.com]
'3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals 3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals [Amazon.co.uk]
'3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals 3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals [Amazon.ca]  

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October 2006