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!

Joshua N. Weiss, PhD (https://www.joshuanweiss.com/) is the co-founder of the Global Negotiation Initiative at Harvard University and a Senior Fellow at the Harvard Negotiation Project. He is also the Director and creator of the Master of Science degree in Leadership and Negotiation at Bay Path University. He received his Ph.D. from the Institute for Conflict Analysis and Resolution at George Mason University in 2002.

Introduction

Chapter 1

Section 1: Domestic Business Cases

Chapter 2 Save a merger with creative thinking

Chapter 3 Congratulations you reached agreement. Now can you make it better?

Chapter 4 You want what? How to negotiate significant changes to a relationship. . .without destroying it

Chapter 5 How a bad BATNA, but a strong relationship, sidestepped a lawsuit and created a Mutual Gain Solution

Chapter 6 Let’s walk away, but before we do, would you consider. . .

Chapter 7 Walking the negotiation tightrope between short term needs and developing long term relationships

Chapter 8 Out from Behind the Shadows

Section 2: International Business Cases

Chapter 9 Negotiating effectively in the face of a significant power imbalance

Chapter 10 Breaking a Negotiation Deadlock through Intangibles1

Chapter 11 Looking Under the Hull: How uncovering information led to a new and better agreement

Chapter 12 When rushing to yes leads to bigger problems. . .but then a solution

Chapter 13 How interests and creativity overcome a negotiation gap

Chapter 14 Power begets power begets power

Chapter 15 All in the family. . .business negotiations with baggage

Chapter 16 When you hit a problem, think to restructure instead of walking away

Chapter 17 Going a long way to make a deal. . .

Chapter 18 Crossing Cultures and Crossing Wires

Section 3: Government and Daily Life Cases

Chapter 19 “It all began with a crumpled up note”

Chapter 20 The difference between stalemate and solution? A different word

Chapter 21 Adaptability in the face of uncertainty: Saving the Philippines Peace Process after a last minute reversal

Chapter 22 Listening them down from a tree

Chapter 23 Onions and hostage negotiations – the many layers

Chapter 24 What does success look like for a hostage negotiator?

Chapter 25 What’s in a name. . .and how do you negotiate it?

Chapter 26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations

Conclusion

Glossary

Acknowledgments

Index