I have been doing work on the topic of negotiation since the prehistoric era. Allow me to set the stage for the differences between the early books I wrote and the current book.
In 1993 there were as many currencies as there were European countries, we watched films on video cassettes, mobile phones were like something out of science fiction, e-mail was in its infancy, cameras used films, and a road atlas, not a GPS, got you home. It was standard practice to smoke in meeting rooms, in aircraft, and even in elevators.
In those days, the president of the United States was George Bush (and there was no need to add the word “Senior”). Nelson Mandela was fighting for the first free elections to be held in South Africa, and Tony Blair was ...
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