Mind and Heart of the Negotiator, Second Edition, The

Creativity in Negotiation

Usually, by the time managers return to the classroom for negotiation training, the cases and simulations presented to them have already been transformed into a neat, gamelike structure, complete with payoff charts. Managers are then challenged to come up with a mutually-agreeable solution. However, even under these “near perfect” learning conditions, people frequently leave money on the table.

Real-world negotiations are quite a bit more daunting than those that are used in managerial education. It is no wonder that the managers and executives that we talk to regard their own real-life negotiations to be more difficult than those encountered in the classroom. Real-world problems do not present themselves as structured ...