September 19, 2017

TOP – 5 books about the science of negotiation

September 24, 2013    ManagementРаспечатать эту статью

Tactics , concepts and other secrets of successful negotiation.
Today, there are so many books on negotiation . Most of them – a sort of guide, how to behave . From my own experience, I can say that to cover all scenarios that arise in the course of negotiations , it is simply impossible . So I chose the 5 books that will have the greatest benefit – they collected a variety of concepts of negotiation. They are easy to apply to any culture in the world.

William Ury , Roger Fisher, Bruce Patton . ” How to achieve a YES or negotiations without defeat”

Probably one of the most popular in the world of books on negotiation , which was written a professor at Harvard University. Following the publication in 1981, it changed the idea of ​​the process of negotiations , turning them from the quantitative and mathematical skills with real science . The authors cited three most important method of negotiation :

1. Divide the people and the problem : treat the problem itself or move it to the people. This will allow you to negotiate without going on an emotional level .

2 . Assume benefits , not positions. According to the people themselves , their positions are not what they really want. Their needs and benefits point to the reasons why they want this or that . Typically, the position may be in conflict with each other, and the benefits – not always.

Imagine that two people want an orange, on which depends the life of a loved one . Of course , each of them will have to prove how much he needs it orange. That is their position. If you start to figure out the interests , it would appear that one of them needed zest , and the other – the juice . They can meet their needs without sharing this orange.

3 . Be objective . A professional negotiator not only takes into account the wishes of the opponent, but also look for external criteria , standards , references (market price , law, general practice , etc.), which may be cited as persuasive argument. These criteria can be used as a shield by which to reject the option that does not meet these criteria , and as a sword to convince his opponent.

For 30 years, this book has not lost its relevance. And if you want to get acquainted with the culture of negotiation , you should first read this book .

Leigh Thompson. The Heart and Mind of the Negotiator.

Coming soon, the 4th edition of the book , which is one of the most comprehensive sources of knowledge about the art of negotiation, which debunks many common myths (eg, the author debunks the myth that a good negotiator can only be born when he is advised not to rely on intuition and not to take risks ) .

The book provides a lot of tactics based on long-term studies . Are you familiar with the tactics of hostile or distribution of negotiations , it is not possible to come to a mutual agreement , as well as the techniques of conducting joint negotiations , where both sides can come to a mutual agreement. An entire chapter is allocated under concepts such as power, trust and ethics . Also in the book are techniques that should be applied to multilateral negotiations in the modeling process or communicating via email.

This is not just a guide – the book contains a lot of techniques and methods in the art of negotiation.

George Kolrizer . “Do not be held hostage . Save poise and convincing the other “

This book by Professor Kolrizera unique – he has considerable experience in high-risk negotiations. You should definitely buy this book because the author describes the process of negotiations in the context of modern problems of decision-making , leadership , and , most importantly, the psychological dynamics that controls the negotiations .

In his book Kolrizer leads terminology zalozhnicheskih situations and concrete concepts , he argues that to break out of the trap and start looking beyond their own convictions – one of the most difficult challenges for a negotiator . To emphasize the importance of personal communication opponent, necessary for the successful conclusion of the transaction , the author cites many examples from their own experience. Also included is a variety of ways to overcome the lack of understanding between the opponents . The book will help you realize how important it is to build trust and learn to work with the “norm of reciprocity ” – a social phenomenon , which guides people even when they can not make concessions.

David Lax , James Sebenius . “Negotiations in three dimensions “

The authors of this book are professors at Harvard University, and it is based on their research. These are people with whom I was fortunate enough recently to cooperate , too accomplished a revolution in the art of negotiating. In contrast to the above mentioned books , where the authors focused on the negotiators and to search for agreement between them , the authors of this book have taken into account the entire scene – not just the process that takes place at the negotiating table , but also how organized this table .

According to the book , to gain success in the negotiations necessary to build an efficient process for the table (the first measurement ) , be familiar with the methods of brainstorming methods of movement from positional bargaining to agreement (second dimension ) , it does not forget about the third dimension in which actions are leading to the desired agreement.

Most negotiators to focus only on what is happening at the table. But the true professional should create a scene so that the price was a considerable understatement . Due to this and several other moves that leave your opponent with inferior alternatives , a professional negotiator can achieve high efficiency of the process and improve your results.

This book is an important addition to the first books on negotiation .

Malcolm Gladwell . ” The tipping point : how small changes lead to global change”

Malcolm Gladwell is one of my favorite thinkers. He has not yet written a book about the negotiations , but if a mandatory part of your job is the constant interaction with people , the book ” The Tipping Point ” should appear in your library. And , each time being at Heathrow airport , I buy a new copy of the book , what to give it to a friend or colleague .

In order to make your idea become a social phenomenon is very important to observe three conditions . First, you need to ensure that your idea has been “sticky” . It must be something new, forming a positive emotional attachment , that is, to engage in dialogue with people , their relationships and concepts. It should show them a better future .

Secondly , your idea must correspond to the “law of several .” That is what extend this idea , you have to be such persons who will distribute it to thousands of people , and who believe that trust .

Thirdly , it is important to keep in mind because the context. Even the most ” sticky ” idea , common among the thousands of people who will not be social without having proper social, economic and political context.

In fact, there are many more books on the art of negotiating. Here are 5 books that serve as an introduction to the science of negotiation . And what books are negotiating offer you ?

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