Negotiation and Persuasion

In his new book, Marco Behrmann 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. One of the chief strengths of the book is its interdisciplinary approach. Wisely, Behrmann reminds the reader that different negotiation types and contexts will benefit from different sets of skills and personality traits. The thoughtful, concrete details of the appendices make them stand out as possessing great value. [They] contain specific suggestions on effectively phrasing and timing negotiation statements intended to address objections, as well as helpful tips on preparing for, conducting, and following up on a negotiation. One even offers useful tips on how to protect oneself against tricks, unfair tactics, and difficult opponents.;Samuel T. Gontkovsky and Charles M. Burack, in PsycCRITIQUES (2016), 61, no. 40