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Title: Mastering Business Negotiation

Subtitle: A Working Guide to Making Deals and Resolving Conflict

Author: Roy J. Lewicki, Alexander Hiam

Narrator: Tim Andres Pabon

Format: Unabridged

Length: 10 hrs and 19 mins

Language: English

Release date: 10-09-17

Publisher: Gildan Media LLC

Genres: Business, Career Skills

Publisher's Summary:

Mastering Business Negotiation is a great resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an important audio for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.

Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to:

No matter what you call negotiation - bargaining, haggling, horse trading, or managing differences - the basic skills and techniques of the master negotiator outlined in this book are essential for resolving conflicts, handling difficult conversations, protecting oneself against a competitive adversary, or negotiating a good business deal. The techniques and suggestions outlined can also be used for more informal day-to-day negotiations on the job such as selling, buying, and team building.

Members Reviews:

A great how-to-guide

With this book, intended as a `working guide' and a `how-to-guide', the authors have reduced the huge volume of available information on the art of negotiation into an easily accessible resource for busy executives who need to prepare for everyday negotiations. But this book will also be useful for any person wanting to learn the art of negotiating.

Negotiating is a bit like breathing. Everybody negotiates constantly -- all day long. You negotiate with your family, friends, shop owners, customers, colleagues...and even with yourself! In fact, we negotiate with ourselves all the time.

Self-negotiation is usually a conversation between our more rational self and our impulsive, subconscious self. These are the "should I or shouldn't I" discussions in our heads. According to the authors, the most important thing to understand in negotiating with yourself is to continue to pay attention to both sides of your brain. Learning to listen to your inner voice--your intuition or your gut--may be the best thing you can do to avoid a negotiating disaster (p. 46-47).

Fundamentally, negotiation is all about each party's efforts to influence the other. Social interactions are all about influence. No person is an island. Yet most people never study influence in depth, and so they go through life, and negotiations, in constant ignorance of the forces of influence at work around and on them.

This book offers down-to-earth advice for learning to play the negotiation game. The authors walk the reader through every negotiating pitfall and opportunity. In the preface the authors tell the readers "we don't make this stuff up." This book is grounded in lots of solid research. I really enjoyed reading it.

The following are some notes I took while reading this book that you might find helpful:

According to the authors, individuals who master negotiations are rated high in emotional intelligence by their peers, tend to be promoted more rapidly, are more productive and emerge as natural leaders. Whether it's sales, customer service, engineering, management or any other area of business, negotiation skills play a surprisingly large role in career success.