Win-Win Negotiating: Turning Conflict Into Agreement

by Fred E. Jandt

Book Overview

In this conversation with his co-author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict--labor negotiators,... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0471858773
• ISBN13: 9780471858775
• Release Date: March 1987
• Publisher: Wiley
• Length: 312 Pages
• Weight: 0.97 lbs.
• Dimensions: 0.8" x 6.2" x 9.1"

Customer Reviews

Successful Negotiating

Fred Jandt wrote an interesting and insightful book on achieving win-win negotiations. Negotiation involves getting people who both have common and conflicting goals to be able to present and discuss issues and reach an agreement acceptable to all parties. The author clearly explains the negotiating process, highlighting the need to prepare and plan, being clear about the ground rules, justifying issues on the negotiating table, bargaining and resolving conflicts as well as closure and implementation. Conflict situations abound in our work and personal lives. At work, there are often conflicts between managers and workers, between companies and their suppliers and customers, among peers, etc and all these can be resolved through effective negotiations. Managers negotiate with peers and bosses, sales people negotiate with customers, buyers in organizations negotiate with suppliers and spouses negotiate on how to spend money. Hence, it is critical to learn the art of negotiating so that conflicts do not escalate into full scale battles which benefit neither party. In negotiations, you need to know when to change your tactics depending on the situation. There are times when you have to focus on interests and times when you need to focus on positions, sometimes you need to focus on transactions and other times on relationships. The trick is to know when to do what to be successful at negotiations. The book did a very nice job of laying out the necessary skills as well as giving you the tools you need to be successful at negotiation. This is an excellent book that is essential reading for all managers who need to learn the techniques, strategies and practices of effective negotiations.

Negotiate the life is like an ever changing chess game!

The adventure of just living obligates us to act and react in order to maintain a minimum stress level. To face world in constant evolution and improvement in so many areas makes you consider the negotiation ability as fundamental device in your mental map. We live in hard times, in which the concept of authority by itself is unable to resolve conflicts that concern disagreements of several levels, small, medium or big ones, that can affect the whole competitiveness inside your organization with your internal clients (employers) or outer clients (customers, suppliers, State issues, taxes) in which the concepts of urgency, priority, efficiency, efficacy, quality and productivity may suffer serious back strokes and undesirable delays due those little and insignificant details. You should not forget there are many things we use to forget because we consider them impossible to happen. But the reality overpasses by far, the best team of Strategic Planes you may have under determined stages. To react fast and appropriately, making use of this unerring mechanism of persistent solvency, will save us many problems around your social, professional and even affective environment.

Gaining power by learning how to negotiate.

This book has given me a lot of new ideas in how to handle all kinds of conflict. I work in a corporate office and a lot of the authors ideas are easily applicable in every day office life. I found the book very easy to read, I finished it in a couple of days.