Practical Guide to Negotiating in the Military, Third Edition

The Practical Guide for Negotiating in the Military is a sourcebook for all leaders. It contains all the essential concepts and applications to help military leaders be more proficient negotiators. We all have our natural negotiating preferences, and if left to our own, will default to this preference. This “one-size-fits-all” approach makes negotiating a reactive process for many. For routine situations, this may be an adequate negotiating strategy. This guidebook advocates that negotiations become more of a proactive and deliberate process. This is due to the nature of military operations. There are many routine and predictable conditions, but then there are many more novel and/or unpredictable situations requiring a more deliberate response rather than a conditioned reaction. This guidebook provides the tools for both understanding the concepts and applying them, changing the “one-size-fits-all” philosophy into a toolkit of available options – choose the right tool based on the conditions. [Stefan Eisen Jr./ 2019 / 160 pages / AU Press Code: B-158]