The foundation of negotiation is based on establishing and identifying boundaries. The 3Ps of Negotiating explores three fundamental factors that influence how boundaries are established: people, processes and positional issues. The book dives into how these catalysts influence each other and ultimately determine the outcome of every negotiation. By focusing on the “area of the known,” readers can quickly determine their own boundaries as well as those of others, maintaining control of every negotiation and effectively bringing a diverse variety of negotiating scenarios to a successful end. The work specifically avoids endorsing a particular type of communication, opting instead for a situational approach to negotiating that exposes the reader to the many elementary parameters that come into play during a negotiation.
John C. Ritchie, JR