Negotiating in the Real World
Getting the Deal You Want
Introduction
Negotiating is a face-to-face human drama that can be as genteel as croquet or as brutal as a prizefight. Like these sports, negotiating depends on the talent, experience, and physical and emotional condition of the opponents. Some people are great at negotiating. Others tremble at the very idea. Yet nearly everybody must negotiate. You buy a house, sign an employment contract, get a divorce. Whether you're a mother working out the details of your baby-sitter's wages and hours or a corporate executive entering into a major merger, sooner or later you will find yourself at the bargaining table. So what's a mother or mogul to do?
This book explores some vital principles of negotiating that you can use in every aspect of your life. It will also help you to appreciate the importance of negotiations in events that range from labor-management discussions to peace treaties among nations.
There is no exact how-to formula, but following certain principles can make you a better negotiator. Whether the negotiations are formal or informal, professional o ... read full excerpt from Negotiating in the Real World: Getting the Deal You Want ebook
