The Negotiation Sourcebook, Second Edition Review

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The Negotiation Sourcebook, Second Edition ReviewThis is an excellent sourcebook for anyone who needs to learn and develop his/her negotiation skills or to train others in the topic. It is a "sourcebook" and therefore, the authors do go to some depths when tackling the different topics. However, this is achieved without boring the reader or losing focus and therefore makes the reading (and learning) almost effortless.
The book is well organized in into eight main sections with several chapters under each section:
Section 1- Negotiation: a Framework. This covers the different approached to negotiation, conflict resolution, and the concept of `power.'
Section 2 - Persuasion covering the link between link and persuasion as well as the influencing process.
Section 3 - Negotiator Competencies covering all the skills needed to be a successful negotiator as well as planning and organizing. The last chapter in this section deals with why negotiations sometimes fail and how to avoid such a result.
Section 4 - Gender Issues in Negotiation focuses on women with highlights from relevant studies and their implications both for female negotiators and those about to enter negotiations with women.
Section 5 - Cross-Cultural Negotiation covering everything to do with negotiating with people from different cultures and also explains Hofstede's cultural dimensions in an extremely practical manner.
Section 6 - Individual Differences addresses how to deal with difficult people (whether they are `the boss' or the other side) and also with effective management of the stakeholders.

Section 7 - Team-based Negotiations does an excellent job of highlighting the uniqueness of group negotiations and how to best approach them with regards to managing the group decision-making process as well as the negotiation itself.
Section 8 - Individual and group-based negotiations are essentially different and the last section of the book deals with two different `scenarios' of individual negotiation: (1) Career Negotiation such as asking for a raise or a promotion; and (2) Personal Negotiation such as `bargaining' situations with focus on real estate and automobiles.The Negotiation Sourcebook, Second Edition Overview

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