Grande Lum's NEWLY RELEASED BOOK The Negotiation Fieldbook 2nd Edition

Author: Grande Lum

PRESS RELEASE

The Negotiation Fieldbook
A newly updated guide presents detailed steps, tools, and worksheets to help you learn, practice, and master collaborative negotiation

There have been dozens of books on negotiation, but what’s been missing until now is a book that focuses on conducting collaborative negotiations — specifically, a book that describes what to say, what to do first and last, and how to sequence your moves in any type of negotiation.

From renowned negotiation expert and Accordence founder GRANDE LUM comes the newly revised and updated edition of his critically acclaimed resource, The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything (McGraw-Hill, Second Edition, 2010). This easy-to-follow  guide walks readers, step-by-step, through every phase of the negotiation, and provides end-of-chapter reviews, quizzes, and worksheets so you can apply the concepts to your own real-life scenario.

The Negotiation Fieldbook shows readers how to:

  • Construct and conduct an ethical negotiation from beginning to end

  • Quickly spot and navigate around the 16 most common roadblocks

  • Negotiate successfully via teleconference, email, phone, and text

  • Identify and leverage your “negotiating style” — and that of your opponent

  • Negotiate well for someone else — as an agent, lawyer, or other third-party rep

The beauty of Lum’s collaborative negotiation model is that it works in any situation, whether you’re trying to hammer out a treaty between nations, sign a multimillion-dollar business contract, come to an agreement with a labor union, or make a coparenting decision with your spouse. The Negotiation Fieldbook helps you build positive working relationships with anyone — even those who won’t “play nice.”

“Every time I want to influence someone or I deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find.”
— Roger Fisher, coauthor of Getting to Yes

“When there is a lot at stake and emotions are involved, negotiators can find themselves in situations they cannot dig their way out of. The negotiation elements I focus on in this guide have been used in these situations and in countless others when a solution seemed difficult or even impossible to achieve.”
— Grande Lum


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GRANDE LUM is an internationally esteemed negotiation thought leader. He is currently director of the Small Business Administration HUBZone program for the Obama Administration, and is on a leave of absence from the University of California Hastings Law School, where he is clinical professor of law and director of its Center for Negotiation and Dispute Resolution. Lum is founder and former managing director of Accordence, a negotiation consulting and training firm that works with many Fortune 500 clients.

To order your copy, click here.