Summary of Mastering Business Negotiation

A Working Guide to Making Deals and Resolving Conflict

Jossey-Bass, more...

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Mastering Business Negotiation book summary
Negotiation is a game. This is the rule book.


8 Overall

9 Applicability

6 Innovation

7 Style


Authors Roy J. Lewicki and Alexander Hiam clearly are familiar with the academic research governing negotiation, but they don't let this direct, pragmatic guide get bogged down in it. In fact, they use many real life examples to clarify their advice. Lewicki and Hiam don't add that much new material to the study of negotiation; experienced negotiators will find much of what they say familiar. However, they deliver a strong, methodical, hard-headed approach. They break negotiation into specific skills, concepts and activities that anyone can study and learn to do more skillfully. At the same time, they are realistic about the challenges involved – and about the fact that sometimes other considerations (such as power or apathy) trump negotiation. They present all this with useful traces of humor. getAbstract recommends their book to everyone who is serious about learning the art of negotiation, especially novices.

In this summary, you will learn

  • What negotiation is and why it is important
  • What principles govern the negotiating process
  • How to use key negotiating tactics


The Game of Negotiation
Negotiation happens all the time. People negotiate with themselves, their loved ones and their co-workers. A few governing principles guide each exchange. Mastering these principles will let you pursue your goals more consciously throughout the negotiation process...
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About the Authors

Roy J. Lewicki has published more than 30 books including Negotiation, Negotiation: Readings, Exercises and Cases and Essentials of Negotiation. He is a professor at Ohio State University. Alexander Hiam has published several books including Marketing for Dummies and Motivational Management.

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