Transformative Negotiation Book Cover

As an instructor at a prestigious negotiation program I like correctly observed, many, maybe most books on negotiations are little more than collections of war stories or Machiavellian tricks.

Sarah Federman’s new book Transformative Negotiations is light on dirty tricks but provides a sometimes head-spinning large collection of characters, anecdotes, tips, and examples.

It sets

My review of the new book Transformative Negotiation will appear in this month’s issue of In the meantime, here is a summary of the book’s eight chapters, with my reactions:

1 Imagine. Understanding what you need and want is the first step toward successful negotiation. Why do you really want swans at your