Negotiate to Win
BOOK TIP In the book *Negotiating to Win*, author Kurt-Georg Scheible explains how to systematically prepare for a negotiation and why it is so important to negotiate as equals.In many negotiations, the cards are dealt unfairly from the outset. One party clearly holds more trump cards and the other negotiates from the position of the weaker party from the outset. The Harvard concept, with its striving for a balance of interests and a win-win result, is clearly the wrong strategy, says author Kurt-Georg Scheible. At best, it is only good for making a mediocre result look good. Scheible, on the other hand, focuses on asserting interests: the key to success lies in systematic and thorough preparation. He explains this preparation using a phase model. There is little that is really new about it. For Scheible, there is no such thing as a born negotiator, only a well-prepared one. Especially when it comes to larger projects and whole teams are involved in the negotiations, a systematic approach is essential. getAbstract recommends this book to anyone who wants to better assert their interests in negotiations in the future, and especially to negotiators who work with a team. getAbstract rating: 7Implementability: 8Innovation level: 6Style: 6Publisher: Wiley-VCHPublication year: 2015Pages: 166ISBN: 9783527508112
