The Negotiator Magazine

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Once again, the reader examines accounts of actual negotiations, explores clear expositions of the essential steps in each process and employs negotiating worksheets and review questions to reinforce the learning process. It is practical and clear direction that the reader will find absolutely on target.

Finally, recognizing that even the most carefully planned negotiation may go astray, the authors address a litany of "difficult tactics" the negotiator may encounter and offer a strategy for dealing with each of these ploys and tricks. Additionally and importantly, they focus their strategies beyond merely countering these tactics and give the reader some solid ways to redirect the negotiation back to a collaborative format. The redirection advice is particularly valuable.

You will find much more in this book including some valuable observations on the nature of negotiations in general. The authors correctly point out, for example, that "the reality of negotiating is that the parties involved are advocates for their interests or the interests of their organization" (Expand the Pie, p. 142). As advocates, negotiators, of course, owe it to themselves and their organizations to "aim for the best possible agreement" (Expand the Pie, p. 139). Implicit in that need are the two key messages of this book:

"Until you create value, any price is too high," that is, expanding the pie (Expand the Pie, p.64)

"Prepare, then prepare ... (Expand the Pie, p.185).

Expand the Pie will show you how to negotiate, guide you as you do it and pay-off in creating more value in your negotiations. It is not just a follow-on book, but a true companion piece to its intellectual wellspring.

I strongly recommend that you read Expand the Pie.

Expand the Pie [Amazon.com]

Expand the Pie [Amazon.co.uk]

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