Ep. 114
This is a second edition of a guide to effective negotiation, authored by Luecke and Patterson. The book explores two negotiation styles—win-lose and win-win—detailing the characteristics and strategies for each. It emphasizes the importance of preparation, including identifying interests, establishing alternatives, and determining a reserve price. Furthermore, the text examines communication styles, conflict management techniques, and the crucial role of assertiveness in achieving favorable outcomes. Finally, it addresses common negotiating pitfalls and offers advice for navigating international business deals.