This is the classic book about negotiating, from way back in 1980. I like the book, because it stresses a positive mode of negotation. A mode that is based on honesty, integrity, fairness and mutual understanding.
The basic view is, that in a negotiation, the two extreme positions are hard and soft. Hard negotiators are adversaries, soft negotiators want to be friends. And between these two poles stands the principled negotiator, who ses himself and the other side as problem solvers. A very constructive view.
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