Pocket Negotiator - Tapa dura

Almost every aspect of business involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise, or even a pay-off. Handy and accessible, witty and wise, this new and up-to-date edition of Pocket Negotiator provides a clear guide to the fundamental skills of negotiation through: Concise essays that include * Competing negotiating approaches * Personality and negotiation * How to handle difficult negotiators * The role of manipulative ploys An A-Z of key terms and concepts * From Add-on to Brinkmanship, through Leverage and Linking, all the way through to What if? And Win-win. Lists and appendixes

Gavin Kennedy is Professorial Fellow at Heriot-Watt University and the author of several very successful books on negotiation, including Everything is Negotiable and Perfect Negotiation.