On and Off the Record: Colosi on Negotiation, 2nd edition, is a
unique treatment of a vitally important topic to every organization and
businessperson. This book recognizes that the most serious discussions often
take place away from the proverbial bargaining table-"off the record," perhaps
over the telephone, in a corridor, at a restaurant. These more informal
negotiations can take several forms and involve certain dynamics. The more
serious "on the record" negotiations between representatives sent "to the table"
or ratifiers who send their representatives to negotiate have their own
dynamics.
The reader will learn how satisfying bargains are struck-the ways successful negotiators move from position-based and interest-based bargaining, which usually takes place at the table, to expectation-based bargaining, which generally occurs away from the table when negotiators negotiate with their counterparts off the record.
Tom Colosi utilizes his experience in the field to
weave his insights on theories of negotiation with his tried-and-true practical
advice.