PREFACE

N
egotiations are a means of resolving differences between
people when imposed settlements are not possible. And be-
cause so much of our work and personal lives involve resolv-
ing differences, the ability to negotiate effectively is an essential life
skill. Almost everything we do involves some kind of negotiation. If
you think about it, you’ll realize that you negotiate all the time,
every day. You negotiated to get your new job and a raise. You
negotiated with coworkers about where to hold your last meeting.
You negotiated with your spouse and other loved ones about
where to take a vacation.
When we buy and sell things, sell ideas, and solve problems
that involve others, negotiation gets us what we want. Negotiation
is a way to get one’s fair share, whether it’s selling a proposal to
your boss, settling a labor dispute, buying real estate, or getting
that new car.
Most Americans are uncomfortable with negotiations (remem-
ber the last time you bought a new car?). This may be the conse-
quence of bad experiences or of feeling unprepared to do them
well. Ours, unlike some others in the world, is a haggle-free cul-
ture. And most Americans seem to prefer it that way. As evidence,

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