Early in my career I was inept in formal negotiation situations. I made my share of mistakes and tried to learn from them. I had the good fortune to work with several experts who taught me the basics and offered great advice and guidance. While I gained practical experience, I also did extensive research and built a deeper knowledge of negotiation and the requisite skills. This enabled me to be more successful in both formal and informal settings. Beyond the monetary and career benefits, I became more effective in resolving disputes and developing solutions in challenging situations.
Over the last two decades I have witnessed many people being taken advantage of and forced into bad situations because they didn’t know how to prepare or conduct themselves in a negotiation. Whenever possible, I have offered advice and help in an attempt to level the playing field for them. Through my observations, I have concluded that a large segment of the adult population is lacking the essential skills to negotiate effectively.
My goal in writing this book is to share knowledge and negotiation methods to help level the playing field for the average person. I believe those who are already capable negotiators will also benefit by deepening their skills and competence. To that end, in this book you will learn:
1) The critical elements of negotiation
2) How to identify your power sources in any negotiation situation
3) A set of tools you can use to activate your power sources
4) The importance of communication skills
5) A simple approach for preparing and planning for any negotiation
I have included examples and stories to help make theoretical concepts more relatable and understandable. The best negotiation outcomes are reached when, instead of becoming adversaries, both parties engage in the spirit of seeking a mutually acceptable agreement. Although some situations may not allow that, my hope is that whenever possible the information provided here will be implemented in that spirit.
Continue Reading: What is Negotiation?