Creative Conflict: A Practical Guide for Business Negotiators

by Bill Sanders, Frank Mobus

"Negotiation is stuck-it's time for something new. Almost everything is negotiable, almost every interaction a negotiation. And in no field is this clearer than in business, where every day we need to work with others to get things done. But when we have real differences, is a win-win always possible? Or must every negotiation be a zero-sum game, with a winner and a loser? Over the last half century, these two opposing philosophies have ruled the field: the win-lose, tooth-and-nail battle plan identified with training guru Chester Karrass, and the win-win, "principled" creed of Getting to Yes, by Harvard's Roger Fisher and William Ury. Both were game changers in their day, but neither approach fully meets the challenges of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is a crucial skill, and time is of the essence. In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show that negotiations are driven by competition and cooperation at the same time, counterintuitively revealing that conflict is at the core of every negotiation. When we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. Creative negotiators probe and push until they hit a wall of disagreement, then figure out how to get past it. The authors construct a simple framework based on three basic but distinct contexts: bargaining, dealmaking, and relationship building. They then instruct readers on how to skillfully pursue their own interests while simultaneously seeking ways to expand a deal's scope and value for both sides. Based on the popular Mobus Creative Negotiating seminars and the authors' experience working with Fortune 500 companies, Creative Conflict is a business book written for businesspeople, by businesspeople. It's your go-to guide for boosting your skills and confidence as a negotiator-and learning to strike a better deal"--

Genres: Business, Leadership

256 pages, Hardcover

Published June 15, 2021

About the author

Bill Sanders was born and raised in southern California, and pursued his graduate degrees at Cambridge University and the University of London. His interests primarily include topics related to youth crime, such as street gangs, drug use and 'informal' street economies. He is currently employed as a street ethnographer at Columbia University researching a project funded by the National Institute of Drug Abuse about young ketamine injectors on the streets of New York City.

Reviews

[Ben Franklin · Rating 3 out of 5]

Not a bad read, but a little repetitive. I found myself skipping entire sections towards the last few chapters. Like so many other business guides, the wrong people read theses books. Decision makers seem to read stuff like this and then immediately forget what they’ve read.

[J Kromrie · Rating 4 out of 5]

Thanks to Netgalley and the publisher for this eARC.

"Creative Conflict: A Practical Guide for Business Negotiators" by Bill Sanders and Frank Mobus, narrated by Barry Abrams, is a compelling audiobook that delves into the intricate world of business negotiations. The authors challenge the traditional dichotomy of win-lose and win-win philosophies that have long dominated the field. Instead, they introduce a dynamic, dialectical approach that embraces conflict as the driving force behind successful negotiations.

Sanders and Mobus argue that by engaging with conflict rather than avoiding it, negotiators can uncover creative solutions that extend beyond the apparent limitations of a deal. This book is not just about reaching an agreement; it's about expanding the realm of what's possible in a negotiation to benefit all parties involved.

Barry Abrams' narration brings a clear and engaging voice to the text, making complex concepts accessible and keeping the listener engaged throughout the journey. His pacing and intonation add an extra layer of understanding, especially when unpacking the more nuanced strategies presented by the authors.

Overall, "Creative Conflict" is a must-listen for anyone looking to enhance their negotiation skills. It offers a fresh perspective that is highly relevant in today's fast-paced and often unpredictable business environment. Whether you're a seasoned negotiator or just starting, this audiobook provides valuable insights that can transform the way you approach conflicts and negotiations.

[Darya · Rating 4 out of 5]

This book is worth reading at least to get a refreshed perspectives on negotiations in the modern age. Some things are universal and are already known but some of them have a new and creative perspective. The book offers a lot of situational dialogues and this helps a lot to see the practical applications of the suggested information.

[Greg · Rating 5 out of 5]

The book provides thorough pieces of advice on how to negotiate. Whether you negotiate to buy or sell, you will find specific helpful tips and concepts on how to prepare properly. I also like the boom addressed several challenges of negotiators.

[Bec’s Books · Rating 4 out of 5]

Very interesting and gave me a fresh perspective on negotiating. It opened my eyes to how it’s done and some easy ways for me to improve my negotiation skills. Nice, entertaining read with lots of examples and it kept me wanting to continue listening without getting bored.

[Jaclyn]

Not a bad book, I just made the mistake of reading this right after William Ury's Getting Past No, so it wasn't really telling me much new. Plus, while Ury's book was more generalized, across various forms of negotiations, which I liked, the negotiations in this one tended to focus a lot more on negotiating over price points. Still useful information, but not as directly applicable to the negotiations I do.

I admit that the author's attitude of "you could get a better price!" also turned me off somewhat. While I'm sure he's right, focusing on price discounts intangibles, e.g. the longstanding relationship with a valued and trusted supplier, the negotiator's time and energy, etc. And again, I'm sure he's right -- you can always get a better price, and many of us don't bother even asking. I don't know if i would have even noticed if I hadn't just read Ury's book. But since I had, I found myself finding this book too hyperfocused on money and cost savings.

(To be fair, I only read till page 40, so it possibly/likely gets more complex later. But meh. I have two other library books whose due dates are coming up, so I'm moving on.)