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Their strategy is designed both to stop the attack and to redirect the flow of the negotiation away from the negotiator and back to the substantives issue on the table. It is truly insightful advice presented as a "repertory of turns" (p.126). The discussion of these techniques is thorough and enlivened by well-chosen and illustrative negotiating cases.

Equally important sections follow their work on positioning strategy as the authors offer "connection" strategies to establish and direct the negotiation process towards a climate of trust, the creation of personal rapport and the commitment of the parties to mutual inquiry that is so valuable and so rare in negotiations.

It is a valuable strategic analysis, interestingly built on a variety of "people skills." Among their most insightful techniques is the placement at the core their strategy one of the oldest, most powerful and frequently neglected of human connecting links: storytelling. It is an important contribution.

There is much more valuable information and guidance in this book than this review can cover. It is a practical, insightful and thought-provoking work by two excellent negotiation scholars and practitioners. Readers will also be pleased to find that the authors have provided an extensive bibliography, annotated footnotes and a carefully constructed index.

This is a book every negotiator will find useful not only as a source of ideas, but as an insight into other human beings as well as a strategic guide to managing "the shadow negotiation".

Highly recommended for every negotiator.

John Baker
Editor

Everyday Negotiation [Amazon.com]

Everyday Negotiation [Amazon.co.uk]

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