Negotiation Made Simple

About the Author

John Lowry is a seasoned negotiator and a renowned expert in the field of negotiation strategies. He has spent decades studying the art and science of negotiation, sharing his insights through teaching, consulting, and writing. Lowry's experience spans across various industries, where he has successfully guided numerous high-stakes negotiations. His approach is both practical and grounded, making complex concepts accessible and actionable for a wide audience.

Lowry is not only an author but also a sought-after speaker and trainer, known for his engaging and inspirational style. His teachings emphasize the importance of both ambition and empathy in negotiation, encouraging negotiators to see beyond immediate outcomes and strive for long-term success and relationship building.

Main Idea

"Negotiation Made Simple: A Practical Guide for Solving Problems, Building Relationships, and Delivering the Deal" is a comprehensive guide that equips readers with essential skills and strategies to become effective negotiators. Lowry's central thesis is that negotiation is not merely about winning or losing but about strategically communicating to create value, solve problems, and build lasting relationships. The book provides a roadmap to mastering negotiation through five fundamental skills, combining competitive and cooperative approaches to achieve optimal outcomes.

Table of Contents

1. Manage Yourself
   • You Are a Negotiator
   • Strategy Wins
   • Embrace Discomfort
   • Navigate Uncertainty
2. Ambitious Competition
   • The Characteristics of Competitive Negotiation
   • Master Your Most Important Move
   • Concede with Purpose
3. Creative Cooperation
   • Transition from Positions
   • The Roadmap to Resolution
   • The Power of Empathy
4. Deliver the Deal
   • Prepare for the Process
   • Overcome the Obstacles

Manage Yourself

You Are a Negotiator

Lowry begins by challenging the reader's perception of negotiation. Often, we think of negotiation as an occasional task reserved for specific situations. However, Lowry asserts that negotiation is a daily tool integral to every role we play, whether as leaders, parents, or partners. By treating negotiation as a skill to be practiced and improved, we can become more effective in all aspects of life.

"Negotiation is a strategic communication process to make a deal or solve a problem." - John Lowry

To manage oneself as a negotiator, it is crucial to recognize and embrace the role of negotiation in our daily interactions. This mindset shift is the first step towards becoming a skilled negotiator.