I finished reading this book a few weeks back and I found it a very compelling read describing a different negotiation technique developed by people from Havard. I found it a very easy book to read, filled with great examples and it is quite a brief book.

The book calls traditional negotiation ‘positional based negotiation’ where two parties state their intended position and leaves two styles, hard and soft or aggressive and passive, to reach their stated position. These two opposing styles of resolution typically lead to inadequate outcomes for both parties whilst endangering long term relationships between the two parties.

The book proposes an alternative style that they call ‘interests based negotiation’. In this latter style of negotiation, the goal is to first identify and then fulfil the real interests behind each party. With interests truly understood, it is then easier to generate more options and objectively identify the options that will increase the chances of fulfilling both parties’ interests in the best possible manner.

I found this book offered other great pieces of advice such as separating the people from the issue, and a number of strategies for dealing in situations where people are unable or unwilling to participate in this style of negotiating.