Author Description

Think about what it felt like the first time you sat behind the steering wheel of a car. It was exciting because driving a car allowed you to go different places. Driving was frightening because of your new responsibilities and the possibility of making mistakes that could lead to an accident. The Road to Success: Learning how to Become an Effective Negotiator aimed at the undergraduate population, compares learning to negotiate to learning to drive. Like driving, negotiation is a teachable skill that involves self-assessment, situation assessment, and lots of practice. Like a driver’s education course, the reader will review some of the basic principles of negotiations – the “rules of the road” – on their road trip to negotiation success and have the opportunity to practice the art of negotiating through negotiation exercises, case studies, and discussion questions found in the online component of The Road to Success: Learning how to Become an Effective Negotiator. The Road to Success: Learning how to Become an Effective Negotiator navigates the terrain of distributive bargaining, (negotiating a lease, buying a car), integrative negotiations (multiple issue negotiations that focus on joint gain), preparation strategy, trust, ethics and cultural issues. It is flush with examples, cases and exercises that will educate and challenge the novice negotiator.