Getting Back to the Table

The co-founder of Harvard's Global Negotiation Initiative and a renowned global guru in negotiations, presents a dynamic strategy for overcoming stalled or failed negotiations that empowers individuals to return to the table with increased strength and resilience, leveraging the setbacks they encountered.

When negotiations fail it can be hard to start over. Some people give up, others forget and move on, but the truly successful negotiator learns. Celebrated negotiation thought-leader and member of the UN Negotiations team, Joshua N. Weiss, introduces a 5-step LATER model for when negotiations stall or fail:

• (L) Loss acceptance
• (A) Autopsy of your negotiation to learn
• (T) Transferring lessons (the right ones!)
• (E) Educate from your weaknesses and actively unlearn
• (R) Return to the table with confidence by building on your strengths

Getting Back to the Table explores the reality of failure in negotiation. It lays out the types of failure that can happen, how to cope with it when it does, and how we can be resilient in the face of it. Using Weiss’s easy-to-use framework, readers can successfully get back to the negotiation table. Failing in negotiations is inevitable, but learning and growing from failure is not.