To Negotiate or Not to Negotiate—That Is Not the Question, for Everyone Must Negotiate

Reviews the book, Negotiation and Persuasion: The Science and Art of Winning Cooperative Partners by Marco Behrmann (see record 2016-28604-000). This book provides a concise and practical introduction to the topic of negotiation, primarily within the context of the corporate world. This well-organized book, complete with helpful headings, subheadings, and marginal descriptors, differentiates negotiation from related persuasive processes such as mediation and arbitration and compares several models of negotiation and effective communication. It also discusses the assessment and control processes involved in negotiation, outlines a successful negotiation management system, and describes some practical cases from business, industry, and consulting. Moreover, it provides some very useful recommended readings and appendices. (PsycINFO Database Record (c) 2016 APA, all rights reserved)