This book on negotiation comes as a great personal relief to me and may well to you. I’ve always avoided situations that involved bargaining because of all the dishonesty that seemed to be required. When I was forced, by life, to bargain anyway, I usually did poorly, which reinforced my reluctance. All that is now cured by this modest 163 pages of exceptional insight and clarity.
The point is to negotiate on principle, not pressure — on mutual search for mutually discernible objectivity, patiently and firmly putting aside every other gambit. The book is a landmark, already a bible for international negotiators but just as useful for deciding which movie to see tonight or which school to send the family scion to.
