Negotiations by Colonel (Dr) Narender Singh

This book 'Negotiations' promises three things:
First and most important, reading this book will improve your ability to negotiate successfully. You and your company will be richer, and you will experience fewer sleepless nights, because you will have a solid framework and excellent toolbox for successful negotiation. However, in making this promise, we must also issue a warning: Successful negotiation skills do not come through passive learning. Rather, you will need to actively challenge yourself.
Second, we provide you a general strategy for successful negotiation. This book explicitly does not support a contextual model of negotiation, which prescribes using different negotiation strategies with different types of people, situations, and industries. Rather, we believe that negotiation skills are transferable across situations. In saying this, we do not mean to imply that all the negotiation situations are identical.
This is patently false because negotiation situations differ dramatically across cultures and activities. However, there are key negotiation principles that are essential in all of these different contexts. The skills in this book are effective across a wide range of situations, ranging from complex, multi-party, multi-cultural deals to one-on-one personal exchanges.
Finally, this book offers an enlightened model of negotiation. Being a successful negotiator does not depend on your opponent's lack of familiarity with a book like this or a lack of training in negotiation. In fact, it would be ideal for you if your key clients and customers knew about these strategies. This approach follows what we call a fraternal twin model, which assumes that the other person you are negotiating with is every bit as motivated, intelligent, and prepared as you are. Thus, the negotiating strategies and techniques outlined in this book do not rely on "outsmarting" or tricking the other party; rather, they teach you to focus on simultaneously expanding the pie of resources and ensuring that the resources are allocated in a manner that is favorable to you.