The Art of Negotiating: How to Become a Skilled Negotiator

Attorney Nierenberg (The Complete Negotiator) explains the importance of the five basic ingredients of any negotiation human behavior, preparation, assumptions, techniques, and the needs of both parties and explains how classic, competitive means of negotiating could be more successfully replaced with his approach, which attempts to convince adversaries that no one need lose. A successful negotiation trainer since the 1960s, Nierenberg focuses on learning how to apply win-win strategies, something he refers to as "everybody wins," to relationships and problems; provides insights and techniques to resolve life situations; and explains how negotiation can be successful when the needs of both parties are satisfied. Nierenberg's crisp narration and the uncredited supplemental readings keep the pace lively and interesting. His approach to negotiating, "exploring the art of expanding possibilities," and his principle of finding a way to "make enough pie for everyone" vs. getting the biggest slice set this title apart from others on the subject. A sure thing for all libraries, along with the hard copy. Dale Farris, Groves, TX
Copyright 2002 Reed Business Information, Inc.
Product Description
Gerard I. Nierenberg calls negotiating an art. And as a world-renowned negotiator, he should know. The Financial Times of Canada referred to him as the "American Negotiation Guru," the Wall Street Journal observed that he makes a profession of convincing adversaries that nobody has to lose, and the editors of Fortune wrote that he "discovered the depth of interest in negotiating some years ago."

"Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating," he observes. "Yet negotiating is one of the least understood arts in human affairs." To remedy this situation, he began his pioneering efforts to define, structure and teach this critical art.