Author Description

This isn’t a book for people whose primary job is formal negotiating – such as labor relations people or lawyers. It’s written for managers who may not think of themselves as negotiators, but who, in reality, are negotiating every day – not necessarily in formal negotiating sessions, but in their contacts with others in and out of their organization. It will look at basic principles and practices that they can use in their daily activities – on or off the job. Basically, there are two kinds of negotiations. The first is adversary negotiations, where one side wins and the other side loses. The other is collaborative “win-win” negotiations, where both sides concentrate on solving a problem in a way that is acceptable to everyone. We’ll look at both kinds of negotiating and suggest ways in which you can change adversary negotiations into more profitable collaborative ones, where everyone wins.