Negotiation is not actually very important. Nor is the agreement that follows, nor the contract, nor the signatures. They’re all quite unimportant.
So, then, why write a book on it?
To answer this, let us first define our terms: what exactly is negotiation? Now, there are probably as many definitions of the word as there are negotiators, but a good working definition might read something like:
The process through which two or more parties come to an agreement on an action to be carried out.
Uncontroversial. And yet it makes explicit a critical fact that is often overlooked: that a negotiation is part of a bigger process. In fact, it is the first stage of the bigger process which unfolds ...