Negotiations Without a Loser
By Iwar Unt
Published by the Copenhagen Business School in 2001 in 26 countries. The book has won of solid awards including the choice as management book of the year in Sweden. Successful negotiations require the ability to identify the needs and the negotiation margins of your counterpart, careful extensiv preparation and analysis of the total economy as well as available alternatives. The reader of this book not only learns more about efficient negotiations, but also obtains insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments.
Anyone who purchases anything will find this book important. Anyone who sells, obviously, should find this thin volume a must to read. It is an important paper for negotiators in general who seek to create added value in their agreements.
John D. Baker, Ph.D., The Negotiator Magazine, Jan 2003.