Many people recoil from “crucial conversations,” where they have to negotiate to get ahead. Kerry Patterson and his co-authors describe techniques for effective negotiation and conflict resolution in the context of potentially life-changing conversations. Examples include talking yourself into a promotion, bringing up important data at meetings and working out problems with your spouse. Some tips sound familiar, but the authors also highlight themes people often forget in negotiations, such as making it safe for others to express themselves, avoiding being forced into false choices, and being alert to unstated agendas or alternatives.
About the Authors
Kerry Patterson, a consultant on culture-change projects, develops video-based training programs. Joseph Grenny is an executive coach. Ron McMillan, co-founder of the Covey Leadership Center, is a leadership consultant. Al Switzler teaches at the University of Michigan. The authors founded VitalSmarts in 1990 and wrote The Balancing Act: Mastering the Competing Demands of Leadership.