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He then debunks several traditional approaches towards negotiating, such as the Academic Approach, where negotiators try to understand the real underlying meaning behind the other party’s stated position as well as the Body Language Approach, which recommends negotiators to act and react solely based on the other party’s body language.
An in-depth examination of the way Americans and Japanese negotiate then follows, with Thomas recommending the reader how cues can be taken from the Japanese, whom he hails as the greatest negotiators of all-time.
Part Two: The 21 Rules of Negotiating
The most prevalent rule is that a negotiator should always seek a trade-off for every concession that he makes...
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