Negotiator's Desk Reference

Book excerpt: Edited by Chris Honeyman and Andrea Kupfer Schneider and featuring 100 contributors, The Negotiator's Desk Reference is the most comprehensive book on negotiation available. This book supersedes the same editors' Negotiator's Fieldbook (American Bar Association 2006), with an even more comprehensive work in which almost 60% of the chapters are entirely new and the rest are updated. The Negotiator's Desk Reference (NDR) pulls together the relevant ideas on negotiation from business, economics, law, psychology, cultural studies and more than a dozen other fields to show how not only how successful negotiation really works, but how you can make it work for you. The NDR balances the research with real-world stories from top negotiators in many areas. And not only do negotiators with deep experience in business, diplomacy, hostage situations and many other settings speak here, their conclusions are interrelated, to show how one set of ideas and experiences may be used successfully in a very different setting. There is simply no other book like it.