The Seven Tensions of Negotiation audiobook cover - Breathe and Let the Opposition Make the Tough Decisions

The Seven Tensions of Negotiation

Breathe and Let the Opposition Make the Tough Decisions

Cash Nickerson

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Communication SkillsManagement & LeadershipCareer & Success

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The Seven Tensions of Negotiation
Rethinking Tension+
Relationship and Outcome Tensions+
Process and Timing Tensions+
Power and Leverage Tensions+
Team and Agent Tensions+
The Art of Balanced Negotiation+

Quiz — Test Your Understanding

Question 1 of 7
How does the author suggest negotiators should view tension?
  • A. As an obstacle that must be eliminated to reach a win-win solution.
  • B. As valuable feedback and a natural force that guides better outcomes.
  • C. As a sign that the negotiation is failing and needs to be paused.
  • D. As an emotional response that should be completely suppressed.
Question 2 of 7
What is described as your 'strongest ally' in managing negotiation tension?
  • A. Knowing your BATNA (Best Alternative to a Negotiated Agreement).
  • B. Establishing a strict timeline for the negotiation process.
  • C. Having a larger team than the opposing party.
  • D. Projecting an image of absolute power and authority.
Question 3 of 7
When negotiating with strangers, what common mistake do people often make due to tension?
  • A. They focus too heavily on long-term relationship building rather than immediate terms.
  • B. They give away too much financial leverage to secure a quick deal.
  • C. They rush to prove their expertise and end up overselling their position.
  • D. They rely too heavily on email communication rather than face-to-face meetings.
Question 4 of 7
What is one strategic benefit of breaking complex negotiations into smaller segments?
  • A. It prevents the opposing party from understanding your overall strategy.
  • B. It allows you to build confidence through early agreements on simpler issues.
  • C. It forces the other party to miss their external deadlines.
  • D. It eliminates the need for face-to-face meetings.
Question 5 of 7
According to the book, what is a potential consequence of appearing too powerful in a negotiation?
  • A. It guarantees a faster, more efficient agreement.
  • B. It forces the other party to accept your initial BATNA.
  • C. It makes the other party defensive and drives them to rebalance the situation.
  • D. It shifts the negotiation entirely to an email-based process.
Question 6 of 7
Why is internal team alignment considered crucial before engaging with the other party?
  • A. It ensures that the team's legal department has final say on all terms.
  • B. It allows the team to artificially inflate their BATNA.
  • C. It guarantees that the negotiation will be completed in a single face-to-face meeting.
  • D. It prevents mixed messages that can create confusion and erode trust.
Question 7 of 7
What delicate balance must an agent navigate during a negotiation?
  • A. Balancing their principal's interests with maintaining their own credibility with the other party.
  • B. Balancing the use of email communication with the need for video calls.
  • C. Balancing the legal department's risk management with the finance department's budget.
  • D. Balancing their own personal financial gain with the principal's desired outcome.

The Seven Tensions of Negotiation — Full Chapter Overview

The Seven Tensions of Negotiation Summary & Overview

The Seven Tensions of Negotiation (2024) explores the fundamental forces that shape every negotiation, from casual conversations to high-stakes business deals. Through examining relationship dynamics, timing choices, power balances, and team interactions, it reveals how understanding and working with tension – rather than against it – leads to more successful negotiation outcomes. 

Who Should Listen to The Seven Tensions of Negotiation?

  • Business professionals who regularly engage in negotiations and deal-making
  • Sales professionals seeking to understand the subtle dynamics that influence customer interactions
  • Folks facing important personal negotiations, from family decisions to major purchases

About the Author: Cash Nickerson

As Chairman & CEO of Nickerson Stoneleigh Inc. and President of Cash Nickerson P.C., Cash Nickerson brings decades of experience in business leadership, law, and negotiations to his work as an author and speaker. His previous books include Listening as a Martial Art (2012), BOOMERangs (2014), and Getting to Next (2015), while his expertise has been recognized with multiple awards including the School of Law Distinguished Alumni Award from Washington University and the Global Philanthropy Award for the Harris Institute Crimes Against Humanity Initiative.

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