Summary of Successful Negotiating

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Successful Negotiating book summary


5 Overall

5 Applicability

5 Innovation

5 Style


Ginny Pearson Barnes’ book declares that negotiations should not be wars of attrition or clashes of egos. Instead, they should be mutually beneficial dialogues that involve an open exchange of ideas, mutual respect and a celebration of differences. Sound a little simplistic? Perhaps. But the book is crisply written and covers all the points that one would expect: determining which side of a negotiation holds the power, using body language to your advantage and crafting fall-back positions. While some of Barnes’ advice, like finding satisfaction in defeat, will sound a bit trite to hardened negotiators, she does present some interesting bargaining-table techniques, including some innovative ways to derail a domineering opponent. Nevertheless, veterans of hard-fought deliberations likely will find Successful Negotiating a bit soft in detail, so recommends the book to rookie negotiators who want to know what to expect when they step into the smoke-filled room.

In this summary, you will learn

  • What important facts you should know about negotiating;
  • How people’s higher-order needs influence their behavior in negotiations; and
  • What seven negotiation strategies you can choose from.

About the Author

Ginny Pearson Barnes originally published Successful Negotiating under the title 8 Steps for Highly Effective Negotiation in 1995.



What Negotiation is Not
Negotiation does not mean confrontation. Negotiating means resolving a disagreement by means of trust, communication and a belief in a process of exchange. Here are some key facts you must understand about negotiating: Negotiating is not always neat or...

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