Creative Conflict: A Practical Guide for Business Negotiators

Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser?

Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approa...