Desperate Negotiation

Name: Desperate Negotiation
ISBN: 9787213092350

马蒂亚斯·施汉纳 / Huang JingZhejiang People's Publishing House · ChinaDec 2021

3.6

Word count: 72K words
Chapters: 9
ISBN: 9787213092350

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Summary

Every day we “negotiate” with the people around us: discussing work matters with colleagues, deciding with a partner who will look after the children and who will do the housework, and talking with a manager about whether we can get a promotion or a raise. These are the ordinary negotiations of daily life. For everyday negotiations, we have certain habitual ways of handling things that almost always work. But there are other negotiations where, if we cannot effectively analyze and judge the other party and the situation, the negotiation becomes extremely difficult and may even put us at a disadvantage. *Deadlock Negotiation* is precisely a guide for handling unconventional, difficult negotiations. *Deadlock Negotiation* offers you the seven principles of deadlock negotiation: know the other side, persuade with reason, and so on. Drawing on years of negotiation experience and real cases, the author progressively dissects the seven principles of negotiation and gives you an extremely practical negotiation guide. Following the author’s negotiating footsteps, you too can become a master negotiator.

Editor's review

This book pulls negotiation off the conference table and back into daily life, arguing that communication with colleagues, partners, and superiors is essentially negotiation, and that the truly difficult cases are unconventional situations marked by information asymmetry, high emotion, and insufficient leverage. Structured around seven principles, the author emphasizes knowing the other side and persuading through reason, using cases to unpack methods for assessing opponents and situations layer by layer. Its value lies not in teaching scripted tactics but in providing an analytical framework: first see the situation clearly, then decide your posture. The cases are close to reality and the pace practical, making the book suitable for dipping into before and after a specific communication challenge. Read it with a difficult conversation you are currently facing, testing the principles against your own situation as you go—this yields more than a straight read-through. For everyday small matters, the book also reminds us that not everything needs negotiating; save your energy for occasions that truly require strategy.

Who it's for

A good fit for

People who frequently communicate with superiors, colleagues, or clients and want to improve their bargaining skills
Readers who tend to yield or get emotional in conflict and want to build an analytical framework
Professionals in sales, procurement, HR, and other negotiation-heavy roles
General readers interested in the dynamics of power and interest in everyday communication

Not a good fit for

Readers expecting rigorous academic negotiation theory or experimental research support
Those who want fixed scripted templates and are unwilling to analyze specific situations
Readers who see negotiation as zero-sum confrontation and reject the idea of persuasion through reason

Reading tips

Before reading, write down a difficult conversation you are facing or expecting, and read the relevant principles with that question in mind
After each principle, summarize in one sentence your blind spots regarding the other side in that scenario
Don't copy the cases verbatim; focus on recording the author's sequence of judgment rather than specific wording
After finishing, practice one principle in a low-risk conversation, then revisit the key points to refine your approach

About the publisher

Zhejiang People's Publishing House China · Founded in 1951

Zhejiang People's Publishing House is a comprehensive publisher known for its social science, history and foreign literature titles, covering philosophy, politics, law, economics, culture and history. Among the books in the library catalogue, its foreign literature list includes Yasunari Kawabata's Snow Country and The Old Capital in well-known translations, as well as Wuthering Heights; its history list is represented by Dangnian Mingyue's Ming Dynasty series, and its politics list by Zhejiang New Discourse. Authors represented include Yasunari Kawabata, Ye Weiqu, Tang Yuemei, Dangnian Mingyue, Emily Brontë and René Wellek, with Wellek's Theory of Literature (newly revised edition) among its titles in literary theory. Beyond these areas, the press also publishes works on literary appreciation and social culture, giving it a profile that combines classic translations, popular history and academic works. As publicly available information is limited, other details are not covered here.

版权信息
01 谈判原则一知彼
02 谈判原则二明确策略，层层推进
03 谈判原则三以理服人
04 谈判原则四掌控谈判
05 谈判原则五示威
06 谈判原则六突破防线
07 谈判原则七确保双方履行协议
附录

FAQ

Is this book suitable for someone with no negotiation experience at all?

Yes. The book starts from everyday communication, first helping readers recognize which situations are actually negotiations, then offering analytical principles. Inexperienced readers can use it as an entry point for building judgment, but improvement requires repeated practice in real conversations; reading alone won't automatically make you better.

Do the seven principles need to be used in order?

There's no need to follow the order mechanically. The principles are more like an analytical checklist to verify whether you've overlooked the other side's position, factual grounds, or situational assessment. In actual negotiations you can draw on a few as the situation demands; the key is understanding the judgment logic behind each principle.

Do the book's methods apply to family communication?

They can be borrowed, but note that family relationships don't aim at maximizing interests. The book's emphasis on knowing the other side and persuading through reason can help reduce emotional confrontation in conversations with a partner or children, but intimate relationships shouldn't be treated entirely as negotiations.

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About the author

马蒂亚斯·施汉纳 Author

Matthias Schranner is an author writing on the subject of negotiation. Publicly available information about him is limited, and his nationality, dates of birth and death, and educational background are not clearly recorded. Judging from the four works listed in the catalog, his writing focuses on negotiation, including Deadlock Negotiation and its sequel Deadlock Negotiation 2, as well as the three-volume Negotiation Victory series and a two-volume set of his negotiation techniques. These works are often classified under self-improvement and management, and they center on negotiation tactics, communication methods, and psychological maneuvering in real-world situations. The style is practical and instructional, emphasizing how to find a breakthrough under pressure and in disadvantaged positions. Published as series and boxed sets, the books suggest sustained reader interest and are suitable for general readers who wish to improve their negotiation and communication skills.

Huang Jing Author · China · 1964

Huang Jing (born 1964) is a professor and doctoral supervisor in the Department of Marketing and Tourism Management at Wuhan University's School of Economics and Management, and holds a PhD in management. Her research focuses on brand management, consumer behavior, and corporate culture; she has led several projects funded by the National Natural Science Foundation of China and has served as chief editor of textbooks including Brand Management, Brand Marketing, and New Product Management. Her published works span management, medicine, classical poetry, examinations, and education. Seven of her titles are included in the collection, among them the Negotiating in Hell series, Poetry and the Fragrance of Medicinal Herbs, Philosophical Thinking in Traditional Chinese Medicine Through Idioms, and A Collection of Combined Feihualing Poetry, as well as volumes on computer applications and on ideological and political teaching reform in music conservatories, reflecting an interdisciplinary range. Public information about her life and writing career is limited; this profile is based on the collection's records.