The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily Life - Hardcover

Weiss, Joshua N.

Hardcover

ISBN 10: 1119616190 ISBN 13: 9781119616191

Publisher: Wiley, 2020

Synopsis

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!

About this title

About the Author

JOSHUA N. WEISS, PHD, is the cofounder of the Global Negotiation Initiative at Harvard University and a senior fellow at the Harvard Negotiation Project. He is also the creator and director of the MS in Leadership and Negotiation program at Bay Path University. Weiss’ varied contributions to the field include the popular Negotiation Tip of the Week (NTOW) podcast and the audiobook series The Negotiator in You published by the BBC. Weiss speaks, publishes, and gets involved in real world negotiations, mediations, and other efforts to resolve destructive conflict around the world.

From the Back Cover

The best way to learn negotiation skills is by negotiating. The Book of Real-World Negotiations is the next best thing, giving you a seat at the table with top negotiators from around the world. An engaging read and a rich starting point for discussion, this book contains 25 concise, real-world cases, each shared with the author by one of the key negotiators involved. The negotiators reveal how they prepared for their specific negotiation, what happened behind closed doors and how they overcame significant obstacles to reach agreement, as well as the key lessons learned in hindsight.

This one-of-a-kind resource allows you to become a fly on the wall in varied negotiations―from mergers to legal disagreements; and from family business conflicts to hostage standoffs. Learn how to research and prepare strategically, while maintaining the necessary mindset to negotiate effectively. Author and international negotiation expert Dr. Joshua Weiss provides his insights on each case, synthesizing the rich narrative material for easy understanding and recall.

The art of negotiation requires creativity and quick thinking to find win-win solutions, especially when the stakes are high. By studying the examples in this book, you can develop a “taste” for how to react in authentic negotiation scenarios. There is no other negotiation book like this, and it is an invaluable resource for current and future negotiators.

From the Inside Flap

The best way to learn negotiation skills is by negotiating. The Book of Real-World Negotiations is the next best thing, giving you a seat at the table with top negotiators from around the world. An engaging read and a rich starting point for discussion, this book contains 25 concise, real-world cases, each shared with the author by one of the key negotiators involved. The negotiators reveal how they prepared for their specific negotiation, what happened behind closed doors and how they overcame significant obstacles to reach agreement, as well as the key lessons learned in hindsight

This one-of-a-kind resource allows you to become a fly on the wall in varied negotiations―from mergers to legal disagreements; and from family business conflicts to hostage standoffs. Learn how to research and prepare strategically, while maintaining the necessary mindset to negotiate effectively. Author and international negotiation expert Dr. Joshua Weiss provides his insights on each case, synthesizing the rich narrative material for easy understanding and recall.

The art of negotiation requires creativity and quick thinking to find win-win solutions, especially when the stakes are high. By studying the examples in this book, you can develop a “taste” for how to react in authentic negotiation scenarios. There is no other negotiation book like this, and it is an invaluable resource for current and future negotiators.

Edition details

• Publisher: Wiley
• Publication date: 2020
• Language: English
• ISBN 10: 1119616190
• ISBN 13: 9781119616191
• Binding: Hardcover
• Edition number: 1
• Number of pages: 320