The Seven Tensions of Negotiation: Breathe and Let the Opposition Make the Tough Decisions (Paperback) (ISBN-13: 9781641468947)

If you are a professional, you have had some instruction or training in negotiation skills. What if I were to tell you that the training you received made you a weaker negotiator?

Negotiation is a basic human activity that arises out of wants, desires, needs, and disputes. You want something I have. I want to trade for something you have. You believe I wronged you, and you want damages. As organized collections of people, we negotiate terms of exchange.

In The Seven Tensions of Negotiation, you'll discover how to simply say "maybe not" and leverage the seven tensions of negotiation to your advantage. By using this process, you will master the art of negotiation by developing the following essential skills:

- Reducing corporate waste from litigation expenses- Preventing costly battles- Learning how to create power from tension

The seven tensions will help you master stress to dramatically improve your negotiation outcomes when the stakes are high.