Mastering Business Negotiation

About the Author

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He teaches courses in negotiation, leadership, and management. Lewicki is a prolific author, having written more than 30 books on these subjects, including "Negotiation," "Negotiation: Readings, Exercises, and Cases," and "Essentials of Negotiation."

Alexander Hiam is a principal at Insights for Training and Development, a firm that provides leadership, conflict-management, and negotiation programs and materials to managers in business and government. Hiam has co-authored several books with Lewicki, including "Think Before You Speak" and "The Fast Forward MBA in Negotiation and Deal Making."

Main Idea

"Mastering Business Negotiation" is a practical guide for leaders and managers, offering strategies and techniques to handle business negotiations effectively. Lewicki and Hiam emphasize that negotiation skills are essential for resolving conflicts, handling difficult conversations, protecting oneself against competitors, and managing business deals. They provide a comprehensive resource, condensing vast amounts of research and experience into an accessible guide for busy executives. The authors highlight the importance of relationship dynamics and the strategic approaches to various negotiation scenarios, from simple transactions to complex multi-party negotiations.

Table of Contents

1. Negotiating Effectively
2. The Negotiation Imperative
3. The Flexibility of the Master Negotiator
4. Getting Ready to Negotiate
5. The Art of the Master Competitor
6. Executing a Competitive Negotiation
7. Mastering the Art of Collaboration
8. Mastering the Art of Compromise
9. Three (or More) is a Crowd
10. Mastering the Framing Process in Business Negotiation
11. Mastering the Power and Influence Process

Analyzing and Explaining Each Idea and Sub-Content

Negotiating Effectively

Lewicki and Hiam start by distinguishing negotiation from similar concepts like bargaining, haggling, conflict management, and conflict resolution. Negotiation is seen as a broader, more inclusive process encompassing the others. They emphasize that mastering negotiation skills is key to resolving conflicts, handling difficult conversations, and achieving successful business deals. Negotiation also helps in everyday tasks like selling, buying, team building, and project management.

"Negotiation is the master practice that allows you to move in and out of business situations with confidence and success." - Lewicki and Hiam

The distinction between negotiation and other related concepts highlights the versatility and necessity of negotiation in both professional and personal contexts.

• Bargaining/Haggling: Typically more competitive and transactional, focusing on immediate outcomes rather than long-term relationships.
• Conflict Management/Resolution: Encompasses broader processes, including negotiation, but also involving mediation and arbitration to resolve disputes.

By framing negotiation as an essential skill for a wide range of interactions, the authors underscore its importance in achieving successful outcomes in various scenarios.

The Negotiation Imperative

The authors compare negotiation to breathing, highlighting its indispensability in daily interactions. At work, negotiation becomes even more critical as individuals depend on each other to achieve goals. Successful negotiators are often seen as having high emotional intelligence, are more productive, and emerge as natural leaders. The negotiation imperative is about recognizing these daily opportunities to influence others, advancing personal goals, helping businesses prosper, and building strong relationships.

"Negotiating is a bit like breathing. You don't have to do it, but the alternatives aren't very attractive." - Lewicki and Hiam

This comparison to breathing emphasizes the natural and continuous presence of negotiation in our lives. Just as breathing is essential for survival, negotiation is essential for achieving goals and resolving conflicts in both personal and professional settings. Consider these everyday examples:

• Negotiating a project deadline with a colleague.
• Discussing salary and benefits during a job interview.
• Resolving a conflict with a customer over a product issue.
• Agreeing on responsibilities and tasks within a team.

These examples illustrate how negotiation permeates various aspects of daily life and work, making it a critical skill for success and growth.

The Flexibility of the Master Negotiator

Flexibility in negotiation style is a hallmark of the master negotiator. Different situations require different approaches, much like dressing appropriately for different sports. Lewicki and Hiam outline strategies based on the importance of the outcome and the relationship:

• Avoiding (lose-lose) - Both the relationship and the outcome are of low importance.
• Accommodating (lose to win) - The relationship is highly important, while the outcome is not.
• Competing (win-lose) - The outcome is highly important, while the relationship is not.
• Collaborating (win-win) - Both the outcome and the relationship are highly important.
• Compromising (split the difference) - A combination approach for various situations.

"Style flexibility is one of the hallmarks of the master negotiator." - Lewicki and Hiam

This flexibility allows negotiators to adapt their approach based on the context and the priorities of the parties involved.