| The collection concludes with two pieces that challenge readers to be more than simply competent at negotiation.In“Six Habits of Merely Effetive Negotiatore,”James Sebenius stresses the importance of understanding your counterpart's interests as a means for shaping their perception of the deal.He cautions against common mistakes like focussing on price to the exclusion of other variables,and searching too hard for common ground.The very best negotiators are those who can craft value and salvage deals that would otherwise end in impasse.They likewise have the skill and insight to prevent disputes form costly escalation. |
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| Introduction Negotiation Analysis:An Introduction Rethinking “Preparation”in Negotiation Two Psychological Traps in Negotiation Errors in Social Judgment:Implications for Negotiation Breakthrough Bargaining Building Coalitions Six Habits of Merely Effective Negotiators Dynamic Negotiation:Seven Propositions For Further Reading |
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