Effective Negotiation: A Guide to Dialogue Management and Control

By Bernard A. Ramundo

In a competitive world where real or apparent accommodation has become the operational rule for the pursuit and defense of interest, effective negotiation through dialogue management and control... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0899307272
• ISBN13: 9780899307275
• Release Date: April 1992
• Publisher: Praeger
• Length: 216 Pages
• Weight: 1.20 lbs.
• Dimensions: 9.8" x 1.0" x 6.5"

Customer Reviews

Best book for effective negotiating in the real world.

This is one of two books I believe are the best negotiating books--the other is Getting to Yes. Ramundo's book does not particularly focus on a world in terms of win-win, since such an outcome is not always possible. Win-win is nice if it can be worked out, but to believe that it is possible to effect a win-win solution is often naive, and assumes motivations in others that may not be present. This book gives a sophisticated understanding negotiation, including when those you are negotiating with are more powerful than you, as well as other difficult scenarios. This is a top-level work, and if you want world-class negotiating insights, this is the book. Between Getting to Yes and this book, I would recommend this book, but both are excellent. Additional related books I would recommend include Winning Through Intimidation, Wharton on Dynamic Competitive Strategy, and also some of Donald Trump's books.