The Seven Tensions of Negotiation

Have you always considered negotiation merely as a means to secure a “yes”? If so, buckle up—Cash Nickerson’s insightful book The 7 Tensions of Negotiation is set to robustly challenge that comforting yet fundamentally flawed belief.

Blending elements of law, psychology, and enriched by over four decades of negotiation experience, Nickerson masterfully immerses you in the nuanced, intricate, and mind-bending world of negotiation tensions. He thoughtfully introduces the idea of positive tension-based elements that are absolutely crucial for achieving successful negotiations: Relationship Tension, where trust takes the center stage; Power & Leverage Tension, which challenges all parties’ perceptions of who truly holds the cards; and Timing Tension, a subtle yet continuously pivotal factor that underpins the entire negotiation process.

Nickerson skillfully shatters the myth that merely “getting along” is the most effective pathway through negotiations. He boldly calls for a paradigm shift in our collective mindset, advocating for the skilled mastery of tension as a game-changing strategy for achieving superior negotiation outcomes. By learning to adeptly manage these often uncomfortable yet powerful forces, you’ll significantly improve not only your deal-making abilities but also the broader landscape of human interaction.

Gain a fresh, eye-opening perspective on the undervalued role of tension in negotiations.

Discover insightful negotiation strategies that are firmly rooted in real-world scenarios and groundbreaking research.

Bolster their capacity for resilience and adaptability during stressful, high-stakes interactions.

Embrace tension as a transformative tool and witness how your negotiation outcomes can dramatically and positively improve. It’s time to fully dispense with your preconceived notions of negotiation as merely a realm of compromise and comfort, and instead, open your eyes and mindset to the thrilling dynamic possibilities that constructive tension offers.