Negotiating Strategically: One Versus

Negotiations are part of our everyday life. Many times we wished we had achieved more from a negotiation than we actually did, or were forced to behave in a way different from what we actually did. There are two reasons for this shortcoming. The first reason is that, as a rule, we are burdened at the same time with different and not necessarily related issues arising from our work, family, personal relations, community, and so on. The second reason is that we have limited resources available to us when it comes to facing them in the best possible way, for example we have limited money, time, we have to consider possible trade-offs, rewards, promises, coercions, supports and the like. This book aims to cover ‘negotiating strategically’ and for this purpose we rely on the way of thinking that is used by all of us during negotiations. We are not going to dictate to the reader what should be done, but on the contrary we intend to identify with him or her, to adjust to the course of his/her way of thinking as to how best they are to overcome particular problems and survive in the best possible way being caught at the very center of the negotiations experienced.