Rachel Maddux, Robert B. Maddux - Negotiation Basics: Win-Win Strategies for EveryoneThomson | 2005 | ISBN: 0619259078 | Pages: 103 | PDF | 1.03 MB
“Negotiation is often thought of as a contest in which one side wins and the other side loses. Many books, articles, and tapes tout “swim with the sharks,” “negotiate to win,” “guerilla negotiation,” and other “I win—you lose” concepts.
The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. This kind of negotiating is known as winwin or collaborative problem solving. Such win-win negotiation has been proven to be far more effective in getting results without costly emotional and financial outcomes. It also helps to preserve relationships. After many years negotiating for myself and on behalf of clients, my own career has led me away from so-called traditional, adversarial negotiating to a more collaborative non-traditional approach.
This book is a revision of the Crisp bestseller, Successful Negotiation, by the late Robert B. Maddux. The new title, Negotiation Basics: Win-Win Strategies for Everyone, reflects more clearly what you can expect from this book: the basics you need to begin practicing successful negotiation skills whenever you need them.
This book looks at all forms of negotiating, but emphasizes win-win negotiating principles and strategies. It includes new concepts, tools, and guidance, reflecting recent advances in collaboration and cooperation and new attitudes toward
negotiation. The book also draws upon my own book Ironing It Out: Seven Simple Steps to Resolving Conflict, also published by Crisp, and my many years of practical negotiation experience as an attorney, businessperson, counselor, and professional mediator.
By following the simple steps in this book and learning the basics of interest-based (win-win) bargaining described here, you can get what you need without giving in or risking harm to delicate relationships. You will also learn what to do when nothing seems to work. Read on—and put these tools to good use in your work and personal life.”
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