How to Become a Better Negotiator (Work Smart)9780814400470 (0814400477), AMACOM, 2008
Whether it’s at home or at work, so much of our livesinvolves negotiating to get what we want. From negotiating a highersalary, to lowering costs from suppliers, to hammering out a newcontract with a major customer, or even deciding where to go onvacation, the only way to consistently arrive at successful conclusionsis to master the art of negotiation. Updated with completely newtactics and strategies, How to Become a Better Negotiator lets readers in on the same high-level skills that experienced negotiators use.

Packed with fill-in-the-blank sections, tips, quizzes, and chapterreviews, the book covers important topics such as listening,assertiveness, and how to deal with hostile opponents. In addition, thebook now features new chapters on:

preparation, including identifying issues and interests, anddetermining alternatives to a deal and reserve price • the five basicsteps of negotiation and “doing the deal” • and typical negotiatingpitfalls and how to avoid them.