The book is considered an authority in dealing with negotiation game and it lives upto it. Written in simple and thorugh examples it shows steps how negotiation skills should be developed to make it more effective. Although, the importance of negotiation skill cannot be undermined may a time most negotiations ultimately get into being positional bargains. Here the authors have cited how by bringing the problem and not the people get into setting a platform of principled negotiation.
Does that mean negotiation is a simple exercise once you read the book? Ideally yes. But, as most books of self improvement are associated with lot of practice. The book also is assuming at many places the existence of well defined and operational legal systems for quick redressal. However, in many countries even that could be a problem. Secondly, what if a party withdraws after the negotiations are worked out. These are some of the points the book does not reflect much upon.
Overall a must read for every professional.
2 comments:
Well the most inmportant thing is that , the book is based on Havard Negotiation Project. The negotiation course taught at havard (so it is mostly relevant to US)
it is the textbook for the negotiation course at IIMB
I cannot say the relevance is only to the US context. I think there are some of the inherent assumptions of a smooth law and order situation. Walking out in the book kind of implies possible legal actions. However, in countries where law and order issues take years this may be hard to follow.
Indian laws for example have always favored the individual to the organization. Yet, most workplace employment negotiation discussions are never done in the fear that the whole issue of bringing in the law enforcing agencies is much harder. So for most part of it employment contracts are just some pieces of paper with little value.
Differentiating people from issues can be hard in an Indian context for example. Particularly, knowing the facts that family owned businesses are the commonest. Yet, as things change and law enforcement gets better I am sure things from the books will be more useful. But, in a more equitable parties the discussed framework can be really useful. That's my understading.
Post a Comment