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The new approach Dr. Kritek offers begins with an analysis of the table itself. She proposes a series of questions to be addressed by the negotiator before deciding to join the negotiations. It is list of decision points, some of which are noted here. Why are you going? What is your purpose? What is really being negotiated, both overtly and covertly? Can these issues be negotiated? Will they be negotiated? Do I wish to negotiate them?

Once these key questions are examined, the potential participant is prepared to elect whether or not to take a seat at this particular negotiating table. If the decision is to accept a seat at the table, it must be to participate as a moral agent, Dr. Kritek asserts.

Dr. Kritek then turns to explore the critical issues of performing that role. It is a matter of knowing how to fulfill the position. She suggests ten "ways of being" a moral agent (p. 174). This is the critical thrust of her book.

In this approach, participants are at the table by their own choice, never as a token. As moral agents, these negotiators acknowledge uneven tables, speak truthfully about the real and unstated issues, "draw lines in the sand," and know when and how to leave the table. It is a negotiating commitment to an approach that readers will wish to read with care, contemplate and even join with others as well as the author in a dialogue.

This is a well-written work, filled with valuable insights into the negotiating process and enriched by examples, self-tests and exercises. It even contains some poetry as might be expected from this author who truly thinks "outside the box" and delivers a most valuable contribution to the field.

I recommend it highly.

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

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

Negotiating an at Uneven Table: Second Edition [Amazon.com]

Negotiating an at Uneven Table: Second Edition [Amazon.co.uk]

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