Superior negotiation Getting <More of> what you Want

At first glance, a book on negotiation by academics looks all theory and little practicality, but this book by Margaret A. Neale and Thomas Z. Lys very beautifully combines the principles of economics and psychology.

Negotiation is integral to our existence; every day, we negotiate with different people—colleagues, friends, superiors, spouses and even enemies! Come to think of it, negotiation is present in almost every social interaction.

The book is packed with actionable evidence-based advice on everything from deciding whether to negotiate at all, to figuring out whether you are getting a good deal or a bad one, and when and how to end your negotiation.

You will learn to evaluate the costs and benefits of different actions and how to manage the negotiation process.

There is ample insight, which will enhance your ability to understand and predict the behaviour of individuals in competitive situations.

Effectively, the book will improve your ability to analyse the negotiating situation and develop a strategic plan to improve your ability to negotiate effectively and develop confidence in the process.

Throughout, the authors emphasise the importance of maintaining a systematic haggler’s mindset: the more you know about your own goals, as well as those of your adversary, the more empowered you will feel in a negotiation.

Drawing on three decades of research, the authors show readers how new behavioural models allow negotiators to find the most advantageous outcome for each and every negotiation.

Ultimately, you will find out when to negotiate and when to walk away. You will also discover how to know what a good deal is and, when to make the first offer and when to wait. A lot of the insights are common sense, but to put it the way the authors have makes for an interesting read. 

OLMdesk@outlookindia.com