Nickerson, C: 7 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 real-life 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 prevailing myth that merely "getting along" is the most effective pathway through negotiations. He boldly calls for a critical paradigm shift in our collective mindset, vehemently challenging the widespread culture of "tension avoidance" and advocating the skilled mastery of these tensions 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. Readers can expect to deeply: 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, rather than an inconvenient roadblock, 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. Don't just settle for subpar negotiation results dictated by well-intentioned yet naive principles. Seize the opportunity--grab a copy of The 7 Tensions of Negotiation and decisively level up your negotiation game today. It's the perfect moment to harness the immense power of tension to negotiate with unparalleled strength, precise focus, and absolutely zero regrets.

Cash Nickerson is chairman of AKKA North America's Business Unit. He was President, CFO, General Counsel, and the second largest shareholder of PDS Tech prior to its purchase by AKKA Technologies. Previous roles include attorney and marketing executive for Union Pacific Railroad, associate and then partner at Jenner & Block in Chicago, and chairman and CEO of an internet company. Mr. Nickerson, author of several books, is an avid writer and speaker on the workplace, jobs, and the economy. Mr. Nickerson is the founder and president of the David H. Nickerson Foundation, which supports prostate cancer research. In addition to his leadership on the Board of Trustees, Mr. Nickerson serves on the School of Law National Council and International Council of the Whitney R. Harris World Law Institute. He is chair of both the Dallas-Fort Worth and Austin-San Antonio Regional Cabinets and chaired the North and Central Texas Regional Campaign for Leading Together: The Campaign for Washington University. Mr. Nickerson is the recipient of the Dallas-Fort Worth Regional Award (2009), the Global Philanthropy Award for the Harris Institute Crimes Against Humanity Initiative (2010), the School of Law Distinguished Alumni Award (2013), and the Founders Day Distinguished Alumni Award (2014). Mr. Nickerson earned his bachelor of art degree from Carleton College and his Master of Business Administration and Juris Doctor from Washington University.