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The Cartography of Negotiation, by Scott Wayne
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Humans are negotiators at our very core. In boardrooms and backrooms, with our coworkers and our competitors, when the stakes are high or low, we are constantly engaged in battles of influence and will. Sometimes we win, sometimes we lose, but whether we like it or not, we're always playing the game. So shouldn't we be better at it? We can be. And The Cartography of Negotiation shows us how.
Building on the classic texts on negotiation theory, and informed by hundreds of real-life scenarios, this small book is your essential guide to succeeding in the practice of negotiation. Without buzzwords or jargon--and without an illegible diagram in sight--you will learn how to: shape the dynamics of dialogue, control the physical environment, prepare purposefully for engagement, respond nimbly to unforeseen obstacles, avoid bias, separate positions from interests, and create more value for everyone at the table.
Candid and wry, packed with exercises you will use again and again, and full of insight you will value for years to come, The Cartography of Negotiation is for anyone serious about getting better at one of the fundamental exercises of our lives.
Scott Wayne has provided negotiation support at the highest levels of national governments and global business- and at his own company, The Frontier Project, one of the fastest-growing companies in America. A graduate of the London School of Economics and the School of Foreign Service at Georgetown University, he is a sought-after speaker at events and counsel to boardrooms around the world. Learn more at CartographySeries.com
- Sales Rank: #1732588 in Books
- Published on: 2015
- Number of items: 1
- Binding: Paperback
- 140 pages
Most helpful customer reviews
1 of 1 people found the following review helpful.
Fresh Approach
By roger j parker
Fresh approach to a subject which has been written about many times. The book is aligned well-short, sharp, to the point with some subtlety in tips on executing a sound negotiating strategy. The inter relationship of a negotiating position with an assessment and analysis of self is novel which gives the book some stature and business credibility. A good read for the less experienced with sound tips and strategies and a sharp reminder for the seasoned negotiator-there are plenty of new tricks and ideas out there. Read ithe book and reduce the likelihood of being out negotiated.
1 of 1 people found the following review helpful.
we'd all be able to see each other's point of view a little more clearly and debate and negotiate toward agreements that made us
By Katherine Trickey
This book is the opposite of a typical business book. It is short, to the point, not overly complicated. It is refreshing! It's for business readers, but for the rest of us too. In short, the book provides a filter with which to interpret interactions, conversations, and challenges and suggested approaches for how to generate mutual value versus defining right from wrong. If everyone read and digested this book, we'd all be able to see each other's point of view a little more clearly and debate and negotiate toward agreements that made us all happier.
1 of 1 people found the following review helpful.
easy read - but really clear-cut and challenging
By Jesica G. Kim
Read this once, but planning on re-reading it a couple of times. Quick, easy read - but really clear-cut and challenging. Made me take a step back and assess my approach to negotiation (why and how) and reminded me why every detail matters. Also, the dash of British humor is great.
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