What is the best book on negotiation you’ve ever read? Many readers might suggest Never Split the Difference by Chris Voss. What if I said there is another title that’s far more practical with ideas that you can put into practice right now? That book is Negotiation Simplified by Jim Reiman. In this fast-paced conversation, we talk about the core four concepts of negotiating and the best discussion I’ve ever read about goals in the context of negotiating.
Who is Jim Reiman?
Jim is a mediator of domestic and international commercial disputes and an arbitrator. He sits on numerous boards of directors of public and private companies in the US, Canada, and China. Among other professional activities, he’s also the author of my favorite book on negotiating, Negotiation Simplified. You can learn more about his work at his website.
Interview Highlights
- Origins – the trial attorney
- Career decisions – competent, good, or great
- The definition of Alternative Dispute Resolution (ADR)
- Mark’s comparison with Never Split the Difference
- Jim’s core four keys to negotiations (this is the heart of the book)
- What negotiating is not
- Why the concept of win-win is too simplistic
- Goals, needs, and wants
- Questions are the answer
- Decision makers, influencers, and negotiators
- Matrixes to support decision-making
- On dealing with bullies
- The reason why “Emotion impairs rational decision making.”
- Junk novels
Other Books Mentioned
- Getting to Yes by Fisher and Ury
- Influence by Cialdini
Special Thanks to Jim Shein
I recently interviewed Jim Shein, one of the top turnaround experts in his profession and a professor at the Kellogg School of Management. Jim was the person who pointed me to Jim Reiman. “Mark, you need to read his book.”
The respect goes both ways between the two Jims. I was pleasantly surprised to see a Jim Shein praise blurb in the front matter of Negotiation Simplified.
Negotiation Simplified does what its title states—it provides a clear, non-technical description of the thought processes and techniques successful negotiators use. It is a light and easy read, full of real-life anecdotes. It will make you more self-aware and help you improve your negotiation results.
Prof. James B. Shein, Kellogg School of Management, Independent Director; Author of Reversing the Slide: A Strategic Guide to Turnarounds and Corporate Renewal – Praise for Negotiation Simplified
Jim Shein is also featured in the book with several other colleagues providing their favorite stories on a negotiating experience. Shein’s account revolved around bullying, one we talked about on the show.
Jim Shein, thank you very much for pointing me in Jim Reiman’s direction.
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