Negotiation Skills Book Review

BADEN EUNSEN
NEGOTIATION SKILS
PUBLISHED BY JOHN WILEY & SONS

1. The “NEGOTIATION SKILLS” is a book authored by Baden Eunson, Adjunct Lecturer, School of Languages, Literatures, Cultures and Linguistics, Monash University in Australia was published by John Wiley & Sons, Australia as a part of their Communication books series.

2. In this book, expert communicator Eunson makes a comprehensive study of negotiation skills. While offering a visual and brand new approach to the work of strategies and tactics and negotiation styles he emphasizes the importance of listening and questioning skills. He methodically justifies as to why the location and timing of negotiation can have a profound effect on its outcome and why the phrase 'win-win' is

After laying the basis in the first chapter named; “The Business of Negotiation”, the author digs deeper into the negotiation process. He then goes on exploring into various other aspects in negotiation such as planning, individual and team negotiation, non-verbal sensitivity, listening skills, questioning skills, persuasive skills, channels of communication and national styles of negotiating. The significant thing with regard to this book is how the author is paying attention to areas which are commonly taken to be grated. For instance, he has dedicated an entire chapter for listening skills and questioning skills. Naturally, we believe such topics do not need to be discussed in length as we are capable of listening and questioning others. Yet, Eunson proves us to be wrong and shatters our preconceptions and overconfidence with regard to these aspects. He identifies the necessity of discussing such so-called “trivial” topics since they contain a great value in negotiation

One of the things that interest me is how the author has focused more on practicality of the knowledge rather than bombarding the reader with theoretical knowledge. It pleases me to see the effort he has taken to convince the reader of application of the acquired knowledge into practical scenarios. Eunson has provided ample instances and exercises which would convince the reader of the practicality of the knowledge. The exercises would also keep him/her interested while gaining an opportunity to practice the acquired knowledge. In my opinion, “NEGOTIATION SKILLS” by Baden Eunson provides thorough knowledge with regard to negotiation which would provide all the necessary information with regard to the negotiation skills, strategies and tactics. It provides confidence for anyone who wants to be engaged in negotiation. For someone who is interested in gaining knowledge with regard to this subject, the book would provide abundance of new knowledge and references which would quench one’s