Introduction

Many people talk about partnership but are thinking predominantly about cost savings.

This book is based on experience gained through our meetings with more than 22,000 negotiators. During the 25 years in which we have been working as negotiation experts, our conviction that partnership is better than fighting has grown even stronger. Today many people speak of the win-win method but few master it fully. Our research shows that there are many fiascos that can trap us. Following the progress of business mergers all over the world will show that most of them fail. The human factor upsets the applecart. Many companies talk about partnership but only have a price reduction in mind.

This book addresses the hundreds of thousands of negotiators ...

Get Negotiating Partnerships: Increase profits and reduce risks now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.