Chapter 1: On Negotiating This chapter defines negotiating. The author then gives examples of real life negotiating. The basic ingredients for negotiating are then given. The author then explains the importance of negotiating in the business world. Sales negotiating and real estate negotiating are the major points of business negotiating that the author touches upon. Chapter 2: The Cooperative Process In this chapter, the author explains that negotiating is not a game.
The object of negotiation is for both parties negotiating to win. Mr. Nierenberg explains how to reach a relative balance when negotiating. Also in this chapter, it is explained what should be done when the negotiating process gets out of control.
Chapter 3: People This chapter deals with the fact that all negotiations are done between two human beings. The reader is taught how to understand people. This is done by helping the reader to figure out if an individual acts instinctively or rationally. Predicting another person s behavior is also covered in this chapter. Understanding why a person reacts the way they do is broached in this section. Chapter 4: Preparing for Negotiating In this chapter, the reader learns how to prepare for negotiating.
The author says that the first in preparing for negotiations is to know thyself, or understanding how you will react in certain situations. Also to properly prepare, you should research who and what you are negotiating. The newer methods of negotiating are also discussed, including psychological ways of negotiating. Chapter 5: Hidden Assumptions When we are born we start making assumptions, according to the author.
Assumptions can cause serious breakdowns in the negotiating process says Mr. Nierenberg. The wrong meaning ascertained from something someone says can cause negotiations to stop. The author then gives examples of this happening Chapter 6: What Motivates Us The author of this book uses Maslow's hierarchy of human needs to define what motivates us as humans.
Each need is then explained. Nierenberg then explains how these needs relate to the negotiating process. This section is interesting in that it helps explain how each person satisfies their needs. Chapter 7: The Need Theory of Negotiation The author explains that all negotiations are fueled by a need of some individual. The three levels of negotiation given by the author are, interpersonal (negotiation of individuals), inter organizational (negotiations of large organizations), and international (negotiations between nations). The chapter also explains how these needs can be applied in negotiations.
Chapter 8: How to Recognize Needs To recognize the needs of someone, the author suggests asking questions. Skillful questioning and affirmative answers can also help the negotiator recognize the needs of someone. The author says you should be a good listener. This includes using the right body language to communicate that you are listening. The author then gives examples of ways to practice the suggestions given in this chapter. Chapter 9: Negotiating Techniques This chapter deals with the actual art of negotiating and how to use it.
Explained are many different theories. The first explained is the when theory. It discusses how to know when to do what. Next is the how and where theory. This section explains mostly how to choose neutral ground for negotiations. The next item dealt with in this chapter is the use of a negotiating agent.
It explains how to choose a good agent. Next it explains how to use all the strategies you have learned in this chapter. Chapter 10: Life Illustrations This chapter deals with showing the individual reading the book how all the tactics learned were used in real life situations. This chapter is put together well and highlights all sections quite well. Chapter 11: Success This chapter deals with the success that the reader can achieve. The author gives good advice and persuasion that will help motivate the reader to keep practicing the tools learned in the book..