Gaining ground in difficult negotiations. Vol 1. Training 'Advanced Negotiation & Difficult Conversations' by Bruce Patton (Result ADR Negotiation Institute Series)

Every experienced manager and lawyer knows the value of being proficient in negotiation. We negotiate every day about nearly everything. Most negotiators are continually faced with diverse and complicated situations, so it is important to have a set of tools for handling challenging situations, as well as for dealing with people that you have difficulty to interact with.

In practice there is a common tendency to respond to difficult situations or people with a “fight or flight” response. Many commercial negotiations and settlement agreements risk ending with suboptimal outcomes.

This book is initially compiled to accompany the training of Bruce Patton - one of the world’s most prominent scientists and experts on negotiation - for the Result ADR Negotiation Institute. It contains key learning’s, visions and tools necessary to deal with difficult people and situations and to manage tension. These crucial insights and skills will enable you to change your negotiation behaviour from ‘instinctive’ to ‘strategic and in control’.

In recent decades many books with valuable insights on how to maximize your negotiating potential have been published. However, busy executives and lawyers have little time to read through all these books, no matter how valuable the learning. In this book we therefore collected convenient summaries, practical checklists and worksheets, as well as interviews with influential negotiation scholars, trainers and practitioners, which will capture the key concepts and important learning points of their essential publications and thinking. We also included a role play with teaching notes.

We anticipate that this book will help you to gain ground in your upcoming negotiations.

This book is published in the Series of the Result ADR Negotiation Institute (Amsterdam) on the occasion of the training’ Advanced negotiation & difficult conversations’ by Bruce Patton.