{"id":640,"date":"2019-12-10T17:51:16","date_gmt":"2019-12-10T17:51:16","guid":{"rendered":"http:\/\/blogs.umflint.edu\/som\/?p=640"},"modified":"2019-12-10T17:56:16","modified_gmt":"2019-12-10T17:56:16","slug":"negotiating-outcomes-book-review-by-francine-cullari","status":"publish","type":"post","link":"https:\/\/blogs.umflint.edu\/som\/2019\/12\/10\/negotiating-outcomes-book-review-by-francine-cullari\/","title":{"rendered":"Negotiating Outcomes: Book Review by Francine Cullari"},"content":{"rendered":"\n<p>Written by <a href=\"https:\/\/www.umflint.edu\/som\/francine-cullari\">Francine Cullari<\/a>&nbsp;on November 25, 2019. Posted by <a href=\"https:\/\/www.umflint.edu\/som\/alexis-menard\">Alexis Menard<\/a> on December 10, 2019 at 12:50 pm<\/p>\n\n\n\n<p><em>Negotiating Outcomes<\/em> (Harvard Business School Pocket Mentor Series, Harvard Business School Press, Boston, MA, 2007)<\/p>\n\n\n\n<p>Among the plethora of business advice books and articles,\nthe Harvard Business School Pocket Mentor Series provides the most complete\nalbeit concise advice on ten topics ranging from leading teams to managing\nprojects to negotiating outcomes.&nbsp; <em>Negotiating Outcomes <\/em>has 94 pages of\ncogent steps to having success in any type of negotiation process.&nbsp; Alumni have on occasion contacted me to\nreport favorable results using the recommended techniques in purchasing a car,\nbeing interviewed for employment, and investment club policy.<\/p>\n\n\n\n<p>The booklet first distinguishes between distributive\nnegotiation, in which a gain by one side is made at the expense of the other\n(win-lose), and integrative negotiation, in which joint and individual is the\ngoal for both sides (win-win). Tactics for each type of negotiation are\nexplored.&nbsp; Steps prior to negotiation, including\nvarious preparation forms, the first meeting of negotiators, and negotiation\nitself are identified and explained.&nbsp; <\/p>\n\n\n\n<p>Specific steps are recommended to deal with barriers to\nagreement, such as lack of trust, saboteurs, differences in gender and culture,\ncommunication problems, irrational escalation, partisan perception,\noverconfidence, unchecked emotions and unreasonable expectations. <\/p>\n\n\n\n<p>There are numerous books on how to negotiate, but it unlikely you will find an easier-to-read, easier-to-use, thoroughly clear, and inexpensive aid.<\/p>\n\n\n\n<p>-Francine Cullari, MA, MBA, JD <\/p>\n","protected":false},"excerpt":{"rendered":"<p>Written by Francine Cullari&nbsp;on November 25, 2019. Posted by Alexis Menard on December 10, 2019 at 12:50 pm Negotiating Outcomes (Harvard Business School Pocket Mentor Series, Harvard Business School Press, Boston, MA, 2007) Among the plethora of business advice books and articles, the Harvard Business School Pocket Mentor Series provides the most complete albeit concise [&hellip;]<\/p>\n","protected":false},"author":409,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[157,1],"tags":[],"class_list":["post-640","post","type-post","status-publish","format-standard","hentry","category-157","category-uncategorized"],"acf":[],"_links":{"self":[{"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/posts\/640","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/users\/409"}],"replies":[{"embeddable":true,"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/comments?post=640"}],"version-history":[{"count":2,"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/posts\/640\/revisions"}],"predecessor-version":[{"id":644,"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/posts\/640\/revisions\/644"}],"wp:attachment":[{"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/media?parent=640"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/categories?post=640"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blogs.umflint.edu\/som\/wp-json\/wp\/v2\/tags?post=640"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}