Successful Negotiation

The book covers the main issues required for successful and effective negotiation process. Negotiation is one of the most effective method of resolving conflicts and disagreements invented by civilized people. Robert Maddux describes a step-by-step process that managers can use to ensure that the negotiation process results in all parties having a mutually acceptable and preferably mutually beneficial agreement. The author explains that negotiation need not be a zero-sum game but rather that the ultimate agreement should be a win-win for everyone involved. This should result in a lasting relationship established between the parties. The main drawback is that the book is a bit dated, even though the negotiating principles highlighted are timeless. I would, however, recommend you to purchase any of the following books which are a notch better than this book: * Negotiating Rationally by Max Bazerman and Margaret Neale * The Mind and Heart of the Negotiator by Leigh L. Thompson * The Power of Nice by Shapiro and Jankowski * Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation by Brian Dietmeyer and Max Bazerman