Real world negotiation examples and strategies from one of the most highly respected authorities in the field
This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table.
The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms - domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about:
- Exactly how to achieve Win-Win outcomes
- The critical role of underlying interests
- The kind of thinking that goes into generating creative options
- How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA)
- Negotiating successfully in the face of power
- Achieving success when negotiating cross-culturally
Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!
Table of Contents
Foreword xi
Preface xiii
Introduction: The Power of Stories to Teach About Negotiation 1
1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? 11
I Domestic Business Cases 25
2 Saving a Merger with Creative Thinking 31
3 Congratulations, You Reached Agreement. Now Can You Make It Better? 39
4 You Want What? How to Negotiate Significant Changes to a Relationship - without Destroying It 47
5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution 59
6 Let’s Walk Away, but Before We Do, Would You Consider . . . 67
7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships 75
8 Out from behind the Shadows 85
II International Business Cases 93
9 Negotiating Effectively in the Face of a Significant Power Imbalance 99
10 Breaking a Negotiation Deadlock through Intangibles 105
11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement 115
12 When Rushing to Yes Leads to Bigger Problems - but Then a Solution 123
13 How Interests and Creativity Overcame a Negotiation Gap 131
14 Power Begets Power Begets Power 141
15 All in the Family: Business Negotiations with Baggage 147
16 When You Hit a Problem, Think to Restructure Instead of Walking Away 155
17 Going a Long Way to Make a Deal 165
18 Crossing Cultures and Crossing Wires 173
III Government and Daily Life Cases 181
19 “It All Began with a Crumpled-Up Note” 185
20 The Difference between Stalemate and Solution? A Different Word 197
21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal 207
22 Listening Them Down from a Tree 219
23 Onions and Hostage Negotiations: The Many Layers 229
24 What Does Success Look Like for a Hostage Negotiator? 241
25 What’s in a Name - and How Do You Negotiate It? 251
26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations 257
Conclusion 267
Glossary 277
Acknowledgments 283
About the Author 285
Index 28
