Being recently introduced to the books related to negotiation, I feel more enlightened about how human mind works and how emotions play a role in its working. Negotiation is a game where human mind and emotions are at their peak and hence gives more insight into our behavior. What makes negotiation important is that at the end of this there is a decision which has to come out and that decision is going to determine who is going to get what! But a sharp person looks much beyond the simple how-much-I-get question. He knows that much more is at stake in a negotiation – your future relationship with the other party, your reputation/perception as a negotiator and the benchmark for any future negotiation. And what happens when the other party is not ready to listen at all and is hell-bent on getting what it wants?
I do believe that everyone should be reading the two books mentioned above and also Difficult Conversations . These books will invariably help you in every aspect of your life and will make you a more mature human being. Difficult Conversations and Getting to Yes are the results of Harvard Negotiations Project and the quality of language and advice speaks for itself. Happy Reading!!