chapter
12 Pages

Introduction

This book will endeavor to walk the reader through the world of negotiation and dispute resolution. It was born from watching some of the highest-paid professional negotiators make the same mistakes day in and day out. They were all intelligent people, but time and again it was all too easy for them to become wrapped up in ancillary issues like ego and saving face. In the process, they lost sight of the ultimate goal. Negotiations have collapsed for every reason, from typographical errors, to ill-timed news stories and shareholder meetings, and even to one negotiator forgetting to tell a joke (see chapter 4).