The Book of Real-World Negotiations

About the Author

Dr. Joshua N. Weiss is a distinguished expert in negotiation and conflict resolution. He co-founded the Global Negotiation Initiative at Harvard University and serves as a senior fellow at the Harvard Negotiation Project. Dr. Weiss is also the director and creator of the Master of Science degree in Leadership and Negotiation at Bay Path University in Massachusetts. Furthermore, he is the president of Negotiation Works, Inc., a consulting firm dedicated to leadership, negotiation, and conflict resolution. His extensive experience includes being a board member of the Abraham Path Initiative, a global expert for the Mediation Support Unit at the United Nations, and a board member of the World Affairs Council of Western Massachusetts. Dr. Weiss's contributions to the field are widely recognized, and his book, "The Book of Real-World Negotiations," reflects his deep understanding and practical approach to negotiation.

Main Idea

"The Book of Real-World Negotiations" by Dr. Joshua N. Weiss delves into the intricacies of negotiation through real-world scenarios. It aims to transform the reader's approach to negotiation by illustrating successful strategies employed in various contexts, from business and government to daily life. Dr. Weiss emphasizes that effective negotiation is not just about reaching agreements but about understanding the underlying interests, building relationships, and finding creative solutions that maximize value for all parties involved. The book challenges common misconceptions about negotiation and provides actionable insights that can be applied in any negotiation scenario.

Table of Contents

1. Introduction: The Power of Stories to Teach About Negotiation
2. Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway?
3. Part I: Domestic Business Cases
4. Saving a Merger With Creative Thinking
5. How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution
6. Part II: International Business Cases
7. Going a Long Way to Make a Deal
8. Crossing Cultures and Crossing Wires
9. Part III: Government and Daily Life Cases
10. What’s In a Name—and How Do You Negotiate It?
11. Conclusion: Lessons Learned

Introduction: The Power of Stories to Teach About Negotiation

Negotiation stories are powerful teaching tools because they often challenge our assumptions about what is achievable. These stories follow a memorable arc, overcoming obstacles and conflicts to convey a lesson in an easy-to-understand manner. Real-world negotiation scenarios stay lodged in our memories better than abstract theories or concepts, making them invaluable for learning and recalling strategies during critical moments.

“Negotiation stories, generally speaking, follow a similar pattern. They begin with an introduction, reach some kind of apex in terms of a quandary, and culminate with either a constructive way forward, the parties walking away to something else, or a stalemate.” — Joshua N. Weiss

Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway?

Dr. Weiss identifies several common mistakes that negotiators make: