Publisher's Synopsis
This guide provides both a gameplan and a method for negotiating, using real-life examples, skill-testers and easy-to-remember strategies and techniques.;The authors present four core skills, and explain how readers can: identify negotiating weaknesses and overcome them; structure a negotiation using a four-step process - relate, explore, propose, agree; prepare for and conduct the negotiation; recognize and employ common tricks of the trade; know when to mediate and when to walk away; and apply negotiating rules to specific contexts such as buying and selling, job-hunting and mediating disputes.
