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The Art Of Negotiating - Online Term Paper

The Art Of Negotiating

This chapter defines negotiating. The author then gives examples of real life negotiating. The basic ingredients for negotiating are then given. The author then explains the importance of negotiating in the business world. Sales negotiating and real estate negotiating are the major points of business negotiating that the author touches upon.
Chapter 2: The Cooperative Process
In this chapter, the author explains that negotiating is not a game. The object of negotiation is for both parties negotiating to win. Mr. Nierenberg explains how to reach a relative balance when negotiating. Also in this chapter, it is explained what should be done when the negotiating process gets out of ...

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for negotiating. The author says that the first in preparing for negotiations is to “know thyself,”
or understanding how you will react in certain situations. Also to properly prepare, you should research who and what you are negotiating. The newer methods of negotiating are also discussed, including psychological ways of negotiating.

Chapter 5: Hidden Assumptions

When we are born we start making assumptions, according to the author. Assumptions can cause serious breakdowns in the negotiating process says Mr. Nierenberg. The wrong meaning ascertained from something someone says can cause negotiations to stop. The author then gives examples of this happening.

Chapter 6: What Motivates Us

The author of this book uses Maslow's hierarchy of human needs to define what motivates us as humans. Each need is then explained. Nierenberg then explains how these needs relate to the negotiating process. This section is interesting in that it helps explain how each ...

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The Art Of Negotiating. (2007, December 19). Retrieved April 19, 2025, from http://www.essayworld.com/essays/The-Art-Of-Negotiating/76086

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PAPER DETAILS

Added: 12/19/2007 10:52:35 AM
Category: Miscellaneous
Type: Premium Paper
Words: 631
Pages: 3

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