On and Off the Record: Colosi on Negotiation, 2nd edition
ON AND OFF THE RECORD: COLOSI ON NEGOTIATION, 2nd edition, is a unique treatment of a vitally important topic to every organization and businessperson. This book recognizes that the most serious discussions often take place away from the proverbial bargaining table--"off the record", perhaps over the telephone, in a corridor, at a restaurant. These more informal negotiations can take several forms and involve certain dynamics. The serious "on the record" negotiations between representatives sent "to the table" or ratifiers who send their representatives to negotiate have their own dynamics.The reader will learn how satisfying bargains are struck--the ways successful negotiators move from position-based and interest-based bargaining, which usually takes place at the table, to expectation-based bargaining, which generally occurs away from the table when negotiators negotiate with their counterparts off the record.Tom Colosi utilizes his experience in the field to weave his insights on theories of negotiation with his tried-and true-practical advice.