The Essence of Negotiation

A concise, expert guide to learning the negotiating skills that are critical to business success. This book covers preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including ways to organize successful meetings and build consensus. They also learn better ways to build working coalitions with other groups, internally and externally -- even if their negotiating counterparts come from entirely different cultures and backgrounds.: Anyone who needs to negotiate, especially business managers.

Includes bibliographical references (p. 127-128) and index.