Updated for the 21st century, this practical guide outlines techniques to shape outcomes in negotiations while keeping the other party engaged. It moves beyond simplistic "win-win" thinking to show how strategy and communication create better agreements.

Clear, action-oriented coverage walks through the negotiating process from opening moves to closing strategies. Readers learn to spot unfair tactics, leverage pressure points, and adapt to different negotiating styles.

• Proven bargaining gambits and step-by-step tactics
• Negotiating by phone, email and instant messaging
• Reading body language and listening for hidden meanings
• Cross-cultural approaches and basic mediation skills

Ideal for salespeople, managers, mediators and entrepreneurs who need dependable, practical tools to negotiate better deals. Career Press, 2011. 351 pages. ISBN 9781601631398.

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