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Berrett-Koehler Publishers Paperback English
Getting Back to the Table
5 Steps to Reviving Stalled Negotiations
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The co-founder of Harvard's Global Negotiation Initiative and a renowned global guru in negotiations, presents a dynamic strategy for overcoming stalled or failed negotiations that empowers individuals to return to the table with increased strength and resilience, carefully learning from the challenges they encountered. When negotiations fail it can be hard to start over. Some people give up, others forget and move on, but the truly successful negotiator learns. Celebrated negotiation thought-leader and advisor to the UN Mediation Unit, Joshua N. Weiss, introduces an evidence-based model for when negotiations stall or fail. Getting Back to the Table explores the reality of failure in negotiation. It lays out the types of failure that can happen, how to cope with it when it does, and how we can be resilient in the face of it. Using Weisss easy-to-use framework, readers can successfully get back to the negotiation table. Failing in negotiations is inevitable, but learning and growing from failure is not.
The co-founder of Harvard's Global Negotiation Initiative and a renowned global guru in negotiations, presents a dynamic strategy for overcoming stalled or failed negotiations that empowers individuals to return to the table with increased strength and resilience, carefully learning from the challenges they encountered.
When negotiations fail it can be hard to start over. Some people give up, others forget and move on, but the truly successful negotiator learns. Celebrated negotiation thought-leader and advisor to the UN Mediation Unit, Joshua N. Weiss, introduces an evidence-based model for when negotiations stall or fail.
Getting Back to the Table explores the reality of failure in negotiation. It lays out the types of failure that can happen, how to cope with it when it does, and how we can be resilient in the face of it. Using Weisss easy-to-use framework, readers can successfully get back to the negotiation table. Failing in negotiations is inevitable, but learning and growing from failure is not.