What does 50 years and more than 100,000 negotiations teach you about getting the deal you want?
Randall Wixen knows.
From music licensing and real estate to major copyright agreements involving songs heard in movies and commercials, Wixen has negotiated where substantial money, valuable rights, and long-term relationships were all on the line. In Negotiation: Laugh and Learn, he shares the lessons that only decades at the negotiating table can teach.
Valuable lessons.
This isn't another rigid system filled with formulas, theories, or catchy acronyms. It's a candid, entertaining guide to what actually happens when two sides want different things, and a deal has to get done.
Drawing on negotiations that succeeded spectacularly, along with those that fell apart, Wixen reveals how to read people, handle pressure, stand your ground, and recognize when giving up something small can help you win something far more important. Just as crucially, he explains how to know the difference between a smart compromise and a bad deal.
Whether you're an experienced dealmaker or simply tired of leaving too much on the table, Negotiation: Laugh and Learn offers something more valuable than theory: hard-earned wisdom from someone who has spent half a century making deals when it counted.
