The Hindu Business Line : Negotiation made easy

Negotiation is a universal human activity. Negotiation is like weaving a fabric that has greater durability. We all need good negotiation skills not only in business environment but also in our personal lives as well. Successful negotiations yield mutual agreement in which each party is committed to fulfilling his/her obligations. Negotiation process is an exchange of information that helps the parties to reach a mutually acceptable agreement.

The book under review has 12 chapters. The first 10 chapters deal with negotiation paradigms, philosophical underpinnings and specific tools and techniques. The book emphasises that all negotiators need to understand two things — Interests and BATNA (Best Alternative To a Negotiated Agreement). BATNA concepts permeate throughout the entire discussions in the book. The book also deals with Interest map — a crucial preparation tool. The last two chapters deal with negotiation process as well as outlining a summary — seven pillars of negotiational wisdom. It needs no telling that each negotiation has certain unique characteristics.

The author outlines the Special Features of "brief case books series".

The boxed/side bars used in the book provide specific types of information. For example, "Smart Managing" gives tips and tactics to implement methods furnished in the book.

These "Boxed side bars" add lustre, facilitate better comprehension and immense clarity to the subjects dealt with.

Some of the clear messages that emerge on reading the book are:

Negotiation is not a one size fits-all process

Negotiation take place between human beings

Negotiating is not a competitive sport

Intense and intricate knowledge of the subject matter essential.

Cooperative approach known as interest based collaborative negotiation process takes into account the importance of all stake holders (focuses the underlying reasons behind each negotiated objectives).

Information is the fundamental asset of negotiation.

Planning and preparation are important prerequisites for successful negotiation process.

"Before a battle — preparation is every thing" said Dwight Eisenhower. It is a foundation for good negotiating process.

Active listening is basic to communication and inturn to negotiation process (Corner stone of information exchange).

Reciprocity can lead to better negotiation.

Communication, presence of mind, common sense, interpretation skills, creativity, open mindedness help negotiators to become more competent.

Using an Interest map helps to organize thoughts, provides an opportunity to explore a panoply of creative ways to respond to stakeholders interests (Interest map is an important strategic tool)

Negotiations that focus on emotional issues can be more challenging.

Proper comprehension better perception and good interpretation skills on both sides facilitate negotiation process to take place in a smooth way

Negotiators need to be on the same wavelength.

Like the saying, separate the people from the problem; interest based negotiations focus on interests rather than on people.

Emotions that run high (emotional outbursts) can deflect parties from their proper focus; know to manage emotional content of negotiation process.

Awareness of different approaches to negotiation. Negotiators can choose one that makes most sense.

Only tough negotiators win.

Develop realistic set of aspirations/expectations.

Work out for a Zone of Possible Agreement (ZOPA).

The author outlines the seven pillars of negotiational wisdom in the last chapter. No doubt the relative importance of these varies.

Relationship

Interests

Batna

Creativity

Commitment

Communication

Concluding, the author lays emphasis on preparation — preparation tools such as interest map, focus on long term results, etc.

The book is written in a very simple style — highly reader friendly. The chapters are crisp and short. The chapter summaries at the end of each chapter provide a gist of what is dealt with. There are many books on negotiating skills, but the one under review needs to be commended for its lucid presentation and readable style of narration. Even a layman can easily comprehend the subject matter.

The printing and layout speak volumes about the quality of production by Tata McGraw Hill. It must be read by all practicing managers. The book is moderately priced.

(The author is Principal, Staff Training College, Karur Vysya Bank, Karur.)

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