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If you enjoy high school football in the Great State of Texas and have always admired what Wood accomplished at Brownwood, this is a great read.
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Over twenty years ago, Roger Fisher and William Ury published a thin volume entitled Getting to YES and immediately and fundamentally changed the field of negotiations. They called their new approach "principled negotiations" and its central tenets are taught and practiced throughout the world, often labeled as "interest-based," "win-win" or "collaborative" negotiations.
In their work, Fisher and Ury recognized that one of the greatest weaknesses in the traditional positional approach to negotiations was that it operated on "... the assumption of a fixed pie" (Getting to YES, p. 58). Negotiators in this setting spent their resources on dividing it.
Fisher and Ury then postulated that if negotiators turned from positions to focusing on the interests of the parties and then worked together to seek creative options to satisfy those interests, negotiations offered an unlimited potential for adding value for all the parties. It was a true break through.
"How you negotiate may determine," Fisher and Ury wrote, "whether the pie is expanded or merely divided" (Getting to YES, p.177). Their approach offered the promise of changing negotiations from a zero-sum game to a collaborative effort to create new value.
When Fisher and Ury published Getting to YES in 1981, it was far more than a theoretical treatise. Their work provided multiple examples of negotiating situations and interactions to illustrate their approach.
In the two decades that have passed since their book appeared, however, author after author has written a primer on how to do collaborative negotiations. Training programs have abounded on the subject.
Why, then, the reader might ask, is yet another book on how to achieve the promise of the collaborative approach important. It is vital because negotiators continue to struggle with practicing the concept.
Expand the Pie uses the experiences of its three authors in consulting, training and coaching to teach the reader "what to say and do" on order to successfully practice collaborative negotiations (Expand, p.2). Two of the authors of this companion piece to Getting to YES, Grande Lum and Irma Tyler-Wood, were students of Professor Fisher. Fisher calls Expand the Pie "...perhaps the most useful book you will find"(Expand the Pie, p.i). This reviewer fully concurs.
At it's core, collaborative negotiating requires careful and thorough preparation, an orchestrated process towards clearly defined objectives during the negotiations and the patience and skill to keep the participants focused on creating value. Expand the Pie provides a tested, clear and easily understandable step-by-step guide to the process. I am convinced you can become truly a successful collaborative negotiating leader by using this complementary volume to Getting to YES.
The key to collaborative negotiating is clear in the Getting to YES and reinforced by the authors of Expand the Pie. "Prepare, then prepare some more, and finally, prepare again" (Expand the Pie, p.185). This said, what do we need to know?
The writers begin by focusing on the key elements of the negotiation and introduce a preparation model they call ICON, standing for Interests, Criteria, Options, and No agreement alternatives. It is these elements that the negotiator must explore in detail to ready themselves for negotiations.
Using their model, the authors clearly define and discuss the importance of each of the elements and offer solid suggestions on how to prepare fully. We follow real negotiating cases, use simple negotiating worksheets and encounter quick summations and review questions at the end of each chapter as we move along. It is a brilliantly constructed self-learning approach.
When the first section is completed, the reader will have identified the interests of all the stakeholders, prioritized them and tagged complementary and opposing interest clusters. Also, the reader will have searched for potential options, identified criteria that might be used to evaluate various options and analyzed their position and alternatives in the event that no agreement is concluded.
Having planned the basic elements of the negotiation, the reader moves to the next section on formulating a strategy for conducting the negotiation in a collaborative manner. The authors present another organizing device for this phase that they call the 4D Process: Design, Dig, Develop and Decide. At this stage, the reader is setting goals for the negotiations, devising methods to probe for interests and brainstorm for creative options and learning to develop decisions through a variety of interim steps.
Once again, the reader examines accounts of actual negotiations, explores clear expositions of the essential steps in each process and employs negotiating worksheets and review questions to reinforce the learning process. It is practical and clear direction that the reader will find absolutely on target.
Finally, recognizing that even the most carefully planned negotiation may go astray, the authors address a litany of "difficult tactics" the negotiator may encounter and offer a strategy for dealing with each of these ploys and tricks. Additionally and importantly, they focus their strategies beyond merely countering these tactics and give the reader some solid ways to redirect the negotiation back to a collaborative format. The redirection advice is particularly valuable.
You will find much more in this book including some valuable observations on the nature of negotiations in general. The authors correctly point out, for example, that "the reality of negotiating is that the parties involved are advocates for their interests or the interests of their organization" (Expand the Pie, p. 142). As advocates, negotiators, of course, owe it to themselves and their organizations to "aim for the best possible agreement" (Expand the Pie, p. 139). Implicit in that need are the two key messages of this book:
"Until you create value, any price is too high," that is, expanding the pie (Expand the Pie, p.64)
"Prepare, then prepare ... (Expand the Pie, p.185).
Expand The Pie will show you how to negotiate, guide you as you do it and pay-off in creating more value in your negotiations. It is not just a follow-on book, but a true companion piece to its intellectual wellspring.
I strongly recommend it.
John D. Baker, Editor
The Negotiator Magazine
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Arena Editions has produced a handsome volume for Wouter Deruytter's magnificent pictures in which the horses, riders, clouds, mesas and mountains look as if they come directly from a John Ford western starring John Wayne. Here we see young men preparing themselves for tests as grueling as chivalric games from the Middle Ages.
I do not usually like alot of text accompanying books of photographs: I prefer to let the images speak for themselves. That said, John Wood's wonderful essay "Youthful Elegance and the Masks of Destiny" helps a city slicker like myself understand exactly what Deruytter's photographs are saying.
Some of my favorites include a little boy sitting astride a metal barrel pretending that the barrel is his first rodeo horse, the same boy practicing wrapping tape around his wrist as his older mentor/idol/friend does the same, a pen filled with black, brown, white horses looking as if they would give the world to be free and, finally, an unnamed cowboy stretching his legs, getting ready for the games, doing a deep bend, so very close in looks to a ballet dancer's plier. This is a beautiful, moving book. HIGHLY RECOMMENDED.
Far from being automatons, these men have no pretense regarding their communion with nature; it is their LIFE. Whether relaxing, preparing for an event, or nursing wounds, these gentlemen evince a stoic elegance that is all but absent in the trappings of modern urban life.
Like his mentor Bruce Weber, Mr. Deruytter has a great eye for demonstrating that even that which is ultra-masculine retains far more than a glint of delicacy.
A solid pick for those interested in rural western life, and for those who appreciate cowboys yet to have their faces etched by the natural elements.
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