The Skilled Negotiator

Written by a negotiation expert, this book addresses the topic from a resolutely practical standpoint. The central message of the author is that effectively preparing for a negotiation means more than simply designing a strategy. The book is consequently articulated around two main messages, i.e. don’t carve your initial strategy in stone, but be ready to respond to the inevitable surprises and twists that you may encounter along the way. In particular, learn to translate your strategy into words, because language is the key to successful negotiation.
Throughout the book, you will find helpful advice on using both verbal and nonverbal language appropriately to support your negotiation strategy. If you would like to know more about this topic, take the time to read the second half of chapter 3, which offers tips on exploring the other person’s objectives, openings and constraints, chapter 6, which specifically focuses on the introduction and shows how to use language to be more persuasive without being manipulative or deceitful, and chapter 9, which suggests ways to emerge from a potential impasse.
The importance of the ability to adapt your behavior to the situation is specifically highlighted in chapter 2, which identifies the main reflexes that any good negotiator must develop in order to obtain as much information as possible and thus be more responsive.
Finally, those who are seeking how-to guidelines should carefully read chapter 3 which provides a detailed description of the steps most critical in preparing for successful negotiation.