Negotiation Made Simple

Outline

Negotiation Made Simple (2023) provides a clear framework for preparing for negotiations and reaching workable agreements. It explains how to identify interests, understand the other side, create useful options, communicate proposals, and protect important priorities without turning the discussion into an unnecessary confrontation.

• Preparation comes first: a clear framework helps you walk into a negotiation knowing what you want and what you can accept.
• Start by identifying the interests behind each position, yours and the other side's, rather than arguing over demands alone.
• Understanding the other side makes it easier to find an agreement that actually works for everyone involved.
• Creating useful options before settling on one opens up solutions that a simple back-and-forth would miss.
• You can protect your important priorities and still keep the conversation cooperative instead of turning it into a confrontation.

John Lowry is a negotiation specialist, lawyer, university professor, speaker, and business consultant. He has taught negotiation to professionals and students and advises leaders on managing conflict, communicating under pressure, and creating agreements that serve practical objectives.