The Art Of Negotiating

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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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