Summary:
The book provides a comprehensive guide to effective negotiation strategies and tactics, offering practical tools and techniques for managers to achieve optimal outcomes in various business scenarios. It covers the negotiation process from preparation to closure, emphasizing the importance of understanding interests, building relationships, and crafting creative solutions.
Key points:
1. Seven Elements Framework: Watkins' framework includes seven key negotiation elements: interests, options, legitimacy, alternatives, commitments, relationship, and communication. Addressing these helps prepare, diagnose issues, and reach effective agreements.
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