NEGOTIATING 101

Author :PETER SANDER,MBA
ISBN : 9781508239123

Pages :256

  Like most people ,you work for living .you run small business.or you are a position player in a large you are employed in a nonprofit or public agency.or perhaps you are not part of the work force at all. 

  Sooner or latter (most like sooner) you will need or want something from someone else.that someone else might be another individual,another organization.as for what you need or what,it could be a new hire,a labor deal,a supply of raw material,a professional consultation,financial advice,or even a meeting room.you need something from someone,and it is important. 

  That something maybe large or it may be small.now you have to meet with someone to obtain it.since resources are precios you have to try to get best deal.you will have to do a little ‘’give and take’’ to get the best value for your money,the best value for your time,the best value for your for whatever resources you have to offer. 

  It sound scary,we hear of tenses,drawn out negotiations about labor agreements or peace talks to stop war.the very idea or being on stage with such high stakes in the balance would scare most of us death. 

  Fortunatel most of our negotiation in real life are smaller and less critical but still important.a meeting or two ,even a phone call or exchange of emails might do it.in today’s ever faster bussines world,rapid fire technology tool accelerate the speed of negotiations. 

  But however brief the negotiations and no matter what you are negotiating for ,you still need to know what you are doing.you want deal what meets your need,one that creates the value you seek without giving away the store. 

  That’s where negotiating 101 come in,this book give you the basic tool,skills,defenses,and processes to become a more confident and effective negotiator-whether it’s your full time job or something you do in a while and whethever it’s for a $10 million contract at work or the use of the family car with your teenage boys. 

The same principle apply. 

Now I will explain contain in chapter 1 - chapther 2. 

In the chapter 1 until chapter 2 explain about definition of negotiating from many resources and a history of negotiation.

First chapter explain about the definitions from many resources 

1) Negotiation is a discussion almed at reaching an agreement (oxford dictionaries).this is the simplest and most straightforward definition I could find.End result:an ‘’agreement’’. Process: a ‘’discussion’’.the definition capturethe basics and is a good place to start,but it does nottel us to much the discussion or the agreement. 

2) Negotiation is a dialogue between two or more people or parties intended to reach a benefical outcome (Wikipedia).Here we get a little more color on both the discussion and the agreement.the discussion is between two or more parties;the agreement is a benefical outcome,’’Of course that raises the question,’’benefical to whom?’’I will back to that topic,but cutting to the chase for a moment-benefical to both parties (win-win) is usually best. 

3) Negotiation is abot having a give and take discussion with other partiews,often with opposing interest,to get something important that you want or need or to achive a goal (writter’s definition).my somewhat more labored definition covers a lot of ground: “give and take disscusin’’and “other parties with opposing interest”.the writer added “to get something important”- he feels that is an important pretext,for it seldom worth the energy to negotiate for something that is not important (a “tempest in a teapot”)-yet it seems that people are disposed to do it all the time! Don’t waste time ; negotiate when it counts.the outcome should be something you want or you need,or to achieve a goal.you should not negotiate for negotiating’s sake-again a common downfall.Negotiate smart,not just often. 

Second chapter explain about the history of negotiating 

  Since the end of World War II, in which the specter of nuclear war impelled the development of more “scientific” methods of conflict management, negotiation and mediation were re-invented into a more “rational” and acceptable form. In the process, however, the history of negotiation, a process that has always been and continues to be suspect, began to be further minimized or disregarded as irrelevant. The awareness of the evolutionary development and natural history of negotiative behaviors, however, offers an important and more complete perspective that allows practice style orthodoxies and heuristic biases that undermine practice effectiveness and competency to be exposed. Neglecting this history limits the future development of new negotiative approaches which are critical for the management of conflict in a world where the complexity of human decision making and collaboration are being ever more quickly revealed by advances in neuroscience and cognitive psychology.