The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership

The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership

The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership

The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour, Leadership

Synopsis

"Success in negotiation is not a matter of chance, but the result of careful planning and specialized skills. Some of these skills are inborn, others need to be learnt. In this look the social scientist and economist Dr. Raymond Saner draws on his long years of experience as a negotiation trainer and university lecturer to show that two-thirds of negotiation practice is learnable. Yet very few people are specifically trained in this everyday task. Without sacrificing scientific accuracy Dr. Saner offers a highly readable and fascinating guide to the subject." Title Summary field provided by Blackwell North America, Inc. All Rights Reserved

Excerpt

Like birth and death, conflict resolution is part and parcel of human existence. We experience inner conflicts, we feel insecure, we agonize over choices, and sometimes we experience a mental block that makes decisions nigh impossible. We see conflicts all around us, between different groups, between social partners, between countries, and within them.

Conflicts demand decisions and actions to resolve them. They can turn into a quarrel, they can even turn into war. Or again, a conflict may evolve towards negotiation and peace. So many possibilities are waiting in the wings. The ambivalence may be such that our negotiations fail, and the underlying conflict erupts into belligerency. Or conversely, the hostilities are followed by exhaustion on both sides, and their only recourse is to grope for a way out of the stalemate to the negotiating table.

Negotiation and conflict belong together like Siamese twins, and the combination of the two is an irrefutable part of our existential reality. Life is unthinkable without conflict. Each moment of balance is followed by a moment of imbalance, just as eating is ineluctably followed by hunger, the drive to go in search of food, to confront the new challenges that always await us out there, in the wider world. Each new imbalance then demands a new solution, and each new challenge offers new possibilities of finding a creative resolution of the conflict that will inevitably succeed it.

To be a human being means to be both capable of resolving conflict and of facing up to confrontations. This book addresses both of these options, but is primarily concerned with the resolution of conflict through negotiation. Hostility and war are sometimes necessary, but redressing the damage they cause is often more difficult and painful still.

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