In a competitive world where real or apparent accommodation has become the operational rule for the pursuit and defense of interest, effective negotiation through dialogue management and control provides the best means of goal realization for individuals, organizational entities and nations. Ramundo suggests that there is a single approach to negotiation which can be used to manage and control all interest-oriented dialogues. He presents a conceptualized, how-to-do-it and how-to-think-about-it approach which is effective in the private, intraorganizational and international environments, the principal negotiating arenas. This user-friendly guide demonstrates how effective negotiation extends dialogue recognition, management, and control to any situation which involves dialogue with an interest or competitive implication.
The guide focuses on the competitive, mind-game essence of negotiation and the understanding of process and the think-negotiation mindset which are key to effective negotiation. It emphasizes dialogue management and control through the manipulation of perceptions, uncertainty, expectations, and apprehension, and convincingly limits the operational role of win-win in the negotiation universe. The author explains the three basic negotiating environments and the negotiating reality of the staffing process in organizational activities as well as the broader applicability of effective negotiation to personal relationships. The work abounds with examples which broaden the experience base of the would-be negotiator, and concludes that effective negotiators are not born; they are the result of focused training and application. His work is intended as a guide for all professional users and the increasing number of individuals who sense the need for an effective tool to enable them to cope with the negotiation-is-everywhere reality of their professional and personal lives.
BERNARD A. RAMUNDO, is a practitioner-specialist on negotiations and negotiation technique who offers a full range of negotiation services including training, consultation, and representation. During his more than 42 years of military and civil federal service, Dr. Ramundo represented the United States in international negotiations. From 1963-1990 he was a professorial lecturer at the National Law Center, George Washington University, where he pioneered a course on negotiation concepts and techniques, and one on Soviet law.
