The Art of Negotiating

A detailed Summary of The Art of Negotiating


This chapter defines negotiating. The author then gives examples of real life negotiating. The basic ingredients for negotiating are then given. The author then explains the importance of negotiating in the business world. Sales negotiating and real estate negotiating are the major points of business negotiating that the author touches upon.

In this chapter, the author explains that negotiating is not a game. The object of negotiation is for both parties negotiating to win. Mr. Nierenberg explains how to reach a relative balance when negotiating. Also in this chapter, it is explained what should be done when the negotiating process gets out of control.

This chapter deals with the fact that all negotiations are done between two human beings. The reader is taught how to understand people. This is done by helping the reader to fig


When we are born we start making assumptions, according to the author. Assumptions can cause serious breakdowns in the negotiating process says Mr. Nierenberg. The wrong meaning ascertained from something someone says can cause negotiations to stop. The author then gives examples of this happening.

Chapter 7: The Need Theory of Negotiation



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Approximate Word count = 624
Approximate Pages = 2 (250 words per page double spaced)

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