Negotiation captures any insight that can be used to solve or prevent problems that involve people. A person aspiring to become a comprehensive negotiator will benefit from developing an acute understanding of how to influence the way people think, perceive, feel and behave. Unfortunately the valuable insights you need are scattered across diverse fields such as psychology, intelligence analysis, decision science, economics, systems thinking, anthropology, culture, and creative problem solving. To make matters worse, good advice is often mixed with bad advice, causing a great deal of confusion for academics and negotiation trainers alike.
To help you, Filip has drawn on relevant insights from the above fields, evaluated what works and what doesn't in the full spectrum of real world negotiations, and then structured the most critical insights into clear and practical frameworks. These frameworks help you better understand and assess the invisible complexity and dynamics present in human interaction, and provide guidance on what strategies and behaviours are most likely to lead to valuable and sustainable outcomes.