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 | | Effective Negotiation: A Guide to Dialogue Management and Control by Bernard A. Ramundo ISBN-10: 9780899307275 ISBN-10: 0-89930-727-2 ISBN-13: 9780899307275 ISBN-13: 978-0-89930-727-5 Hardcover 1992-04-30 Quorum Books Find Lowest Price |
Editorials | ||
Product Description In a competitive world where real or apparent accommodation has become the operational rule for the pursuit and defense of interest, effective negotiation through dialogue management and control provides the best means of goal realization for individuals, organizational entities and nations. Ramundo suggests that there is a single approach to negotiation which can be used to manage and control all interest-oriented dialogues. He presents a conceptualized, "how-to-do-it" and "how-to-think-about-it" approach which is effective in the private, intraorganizational and international environments, the principal negotiating arenas. This user-friendly guide demonstrates how effective negotiation extends dialogue recognition, management, and control to any situation which involves dialogue with an interest or competitive implication. The guide focuses on the competitive, "mind-game" essence of negotiation and the understanding of process and the "think-negotiation" mindset which are key to effective negotiation. It emphasizes dialogue management and control through the manipulation of perceptions, uncertainty, expectations, and apprehension, and convincingly limits the operational role of "win-win" in the negotiation universe. The author explains the three basic negotiating environments and the negotiating reality of the staffing process in organizational activities as well as the broader applicability of effective negotiation to personal relationships. The work abounds with examples which broaden the experience base of the would-be negotiator, and concludes that effective negotiators are not born; they are the result of focused training and application. His work is intended as a guide for all professional users and the increasing number of individuals who sense the need for an effective tool to enable them to cope with the "negotiation-is-everywhere" reality of their professional and personal lives. | ||
Reviews | ||
Best book for effective negotiating in the real world. This is one of two books I believe are the best negotiating books--the other is Getting to Yes. Ramundo's book does not particularly focus on a world in terms of win-win, since such an outcome is not always possible. Win-win is nice if it can be worked out, but to believe that it is possible to effect a win-win solution is often naive, and assumes motivations in others that may not be present. This book gives a sophisticated understanding negotiation, including when those you are negotiating with are more powerful than you, as well as other difficult scenarios. This is a top-level work, and if you want world-class negotiating insights, this is the book. Between Getting to Yes and this book, I would recommend this book, but both are excellent. Additional related books I would recommend include Winning Through Intimidation, Wharton on Dynamic Competitive Strategy, and also some of Donald Trump's books. | ||