Michael Schatzki, (1981) Negotiation: The Art of Getting What You Want

In this book, you will learn how to negotiate successfully. The negotiation activity is abstracted into ranged dealing. Each side sets up a MSP (Maximum Supportable Position) and LAS (Least Acceptable Settelment). The negotiation game is to guess your opponents LAS and MSP and make sure that your opponent will not find out your. Armed with these two values, you should be able to get a better deal. A lost of teh book is dedicated to this deceptive behaviour. How to hide your true LAS? What to do to make sure that your opponent will choose a higher LAS? What happens in the event of a deadlock? This book provides a number of practical examples from negotiating at work, over a house or when buying a car. It is well written and it certainly makes you rethink your approach in negotiations. One can use the same technique in a negotiation carried over a Risk game. How to approach the other side to make a deal? How not to take a no for an answer? Highly recommended.