The Practical Negotiator covers the basic process and strategies of negotiation. It presents a three-stage model of negotiation in which participants diagnose their situation, attempt to negotiate a formula or common understanding of their conflict in terms that permit its resolution, and settle the details of the conflict by applying the formula. The book discusses the skills and personality traits needed by the practical negotiator, goes into detail about the stages of the negotiation process, and examines the various features which structure the negotiation process, including the relative power of the various participants, the size and complexity of the negotiation teams, public opinion, the uses of various channels of negotiation, and the degree of autonomy granted to negotiators.
