Negotiation Madness

Introduction

In 1985 I was signed up by a leading bank to undertake a week’s training course under a Harvard program based on the then 1981 famous book by Roger Fisher and William Ury, Getting to Yes. Half way through it was suggested that I leave the course after arguing that the work was very American oriented, mainly about bombarding the other side until they capitulated and had to say YES. Having exposure to the Diplomatic Corps from a young age, through my father and then with work for many years in Asia, I knew that often a YES could mean a PERHAPS, a NO, or many things in-between.

Responding to this insult, I went on to write my own version of NEGOTIATING TECHNIQUES and in the ensuing years delivered my presentations to governments and ...