Real world negotiation examples and strategies from one of the most highly respected authorities in the field

This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactlyhow to effectively and productively negotiate.The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table.

The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, youll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether youre a student, instructor, or anyone who wants to negotiate successfully, youll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realmsdomestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about:

Exactlyhow to achieve Win-Win outcomesThe critical role of underlying interestsThe kind of thinking that goes into generating creative optionsHow to consider your and the other negotiators Best Alternative to a Negotiated Agreement (BATNA)Negotiating successfully in the face of powerAchieving success when negotiating cross-culturally

Once you come to understand through these cases that negotiation is the art of the possible, youll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, youll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!

JOSHUA N. WEISS, PHD,is the cofounder of the Global Negotiation Initiative at Harvard University and a senior fellow at the Harvard Negotiation Project. He is also the creator and director of the MS in Leadership and Negotiation program at Bay Path University. Weiss varied contributions to the field include the popular Negotiation Tip of the Week (NTOW) podcast and the audiobook seriesThe Negotiator in You published by the BBC. Weiss speaks, publishes, and gets involved in real world negotiations, mediations, and other efforts to resolve destructive conflict around the world.

Foreword xi

Preface xiii

Introduction: The Power of Stories to Teach About Negotiation 1

1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? 11

I Domestic Business Cases 25

2 Saving a Merger with Creative Thinking 31

3 Congratulations, You Reached Agreement. Now Can You Make It Better? 39

4 You Want What? How to Negotiate Significant Changes to a Relationship without Destroying It 47

5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution 59

6 Lets Walk Away, but Before We Do, Would You Consider . . . 67

7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships 75

8 Out from behind the Shadows 85

II International Business Cases 93

9 Negotiating Effectively in the Face of a Significant Power Imbalance 99

10 Breaking a Negotiation Deadlock through Intangibles 105

11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement 115

12 When Rushing to Yes Leads to Bigger Problems but Then a Solution 123

13 How Interests and Creativity Overcame a Negotiation Gap 131

14 Power Begets Power Begets Power 141

15 All in the Family: Business Negotiations with Baggage 147

16 When You Hit a Problem, Think to Restructure Instead of Walking Away 155

17 Going a Long Way to Make a Deal 165

18 Crossing Cultures and Crossing Wires 173

III Government and Daily Life Cases 181

19 It All Began with a Crumpled-Up Note 185

20 The Difference between Stalemate and Solution? A Different Word 197

21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal 207

22 Listening Them Down from a Tree 219

23 Onions and Hostage Negotiations: The Many Layers 229

24 What Does Success Look Like for a Hostage Negotiator? 241

25 Whats in a Name and How Do You Negotiate It? 251

26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations 257

Conclusion 267

Glossary 277

Acknowledgments 283

About the Author 285

Index 28