Beyond Principled Negotiations

Beyond Principled Negotiations : Negotiation Strategies for the Real World

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For anyone who has studied negotiation effectiveness and efficiency in any depth, it is clear that using the same strategy in every negotiation is a mistake. However, most books and seminars about negotiation advocate always using the same all-purpose strategy-the method of principled negotiation. Beyond Principled Negotiations rejects that advice and offers fresh new perspectives on a variety of negotiation techniques, each tailored to particular types of negotiation. Drawing on both the author's extensive research and his practical negotiation experience, Beyond Principled Negotiations explores different strategies in depth that negotiators can use to achieve a variety of goals: - Getting something from the other - Getting to do something with the other - Settling painful conflicts and getting compensation - Buying, selling, or agreeing on simple transactions - Building Pareto optimal package agreements - Joining forces in a team - Merging, fusing, or marrying Like no other book, Beyond Principled Negotiations demonstrates the clear managerial purposes underlying negotiations. The author explains how negotiations can and should be part of an organization's overall managerial strategy to accomplish its mission and vision. Beyond Principled Negotiations will take you from being a reasonable negotiator to being a professional negotiator-one who knows the real meaning of strategic more

Product details

  • Paperback | 214 pages
  • 139.7 x 215.9 x 15.24mm | 371.94g
  • Createspace Independent Publishing Platform
  • United States
  • English
  • black & white illustrations
  • 1507762577
  • 9781507762578

About Victor Martinez Reyes

Victor Martinez Reyes is a political scientist (Ph.D.) and psychologist (M.Sc.). He began studying negotiations in Warsaw, at the time Solidarity was negotiating with the Polish Communist Party to end communism in Poland. The proximity of the events and access to some of the key figures, including Professor Janusz Grzelak and Professor Janusz Reykowski, provided Dr. Martinez Reyes with a unique opportunity to learn through these negotiations. In the 1990s, the Polish government commissioned Dr. Martinez Reyes to carry out extensive research on EU enlargement negotiation, in preparation for that country's negotiating EU membership. The results of the findings were published in Poland in multiple articles and in three books, including The Rules of the Game: On Accession Negotiations and the Unification of Europe. In addition to researching negotiations, Dr. Martinez Reyes has worked as a professional negotiator. He has represented Spanish companies in Central Europe and has mediated labor disputes. He has facilitated collective agreement negotiations for airlines, shipyards, and automakers. Dr. Martinez Reyes has taught negotiating strategies as a consultant to corporations, governmental entities, and other organizations. Dr. Martinez Reyes is currently in charge of launching a new negotiation training and consulting firm in Orlando, Florida. While continuing to work as a private more