Negotiation Simplified: A Framework and Process for Understanding and Improving Negotiating Results

 

Negotiations may be complex; negotiating is not! Creating options and choosing which to pursue (and how to pursue them) is what distinguishes the skilled and effective negotiator from the less successful one. This book provides both the tools and the analytical framework to identify and pursue one’s options, achieve better results, and improve your negotiation skills.

Author Jim Reiman simplifies without being simplistic.

Written by a practitioner for the practitioner, Negotiation Simplified sets out a framework and a thought process that, if followed, will yield better results. He provides short takeaways and tools to examine your own processes. And, because there is no one correct path to a successful negotiating result, Reiman also poses questions to identify options and to learn and critically analyze information so that the best path may be identified and pursued.

Whether deciding who will take out the garbage or overseeing a multibillion-dollar acquisition transaction, everyone negotiates. The stakes may differ, but all negotiations share four foundational elements: goal-setting, preparation, listening, and self-awareness. Negotiation Simplified demonstrates the use of these four skills through real-life negotiation anecdotes authored by eight world-renowned negotiators across many disciplines and industries. They share how their utilization of these skills resulted in better outcomes.

Praise for Negotiation Simplified

Negotiation Simplified does what its title states—it provides a clear, non-technical description of the thought processes and techniques successful negotiators use. It is a light and easy read, full of real-life anecdotes. It will make you more self-aware and help you improve your negotiation results.”

Prof. James B. Shein, Kellogg School of Management, Independent Director; Author of Reversing the Slide: A Strategic Guide to Turnarounds and Corporate Renewal

“The wisdom of Negotiation Simplified rests in the practical lessons it distills from countless negotiations. Reiman sets forth in straightforward and simple terms these lessons so they can be adapted to the diversity of negotiating situations that arise in business and across all relationships.”

Allen Waxman, President & CEO, International Institute for Conflict Prevention & Resolution (CPR); Past General Counsel, Pfizer, at Eisai Inc.

“While the focus is on business negotiations, Reiman provides a useful and accessible framework for understanding the type of negotiations we all have every day with family, friends, at work, in life. Both a quick read and an informative one.”

Jon Lukomnik, Principal, Sinclair Capital LLC; Author of Moving Beyond Modern Portfolio Theory: Investing That Matters

The framework and process in action

Real-life negotiation stories by these luminaries:

Catherine Dixon, Director General, Chartered Institute of Arbitrators

Victor do Prado, Director of Council and Trade Negotiations, World Trade Organization

Amb. (ret.) David Huebner, former US Ambassador to New Zealand and Samoa

Tom Manning, former CEO, Dun & Bradstreet

David Rank, former Acting US Ambassador to China

Prof. James Shein, Kellogg School of Management, Northwestern University

Barbara Weston, Director of Global Trend & Design at Bed Bath & Beyond

Valerie White, Executive Director, Local Initiative Support Corporation New York City