Negotiation is a part of everyone's life, yet few people have been formally schooled in successful negotiating techniques. This guide teaches successful techniques for the entire negotiations process-from the initial planning stages, through opening negotiations, mid-game, end-game and follow-up-and gives advice and strategies for each step of the process. With information about data collection, achieving a win-win outcome, and discussions of legal and ethical issues, this book provides thorough preparation for negotiations in professional or personal settings.

About the Author

Henry S. Kramer, a labor and civil rights attorney, is a visiting professor of labor relations at Cornell University and the founder and managing director of the Human Resources Center. He is the author of Alternative Dispute Resolution in the Work Place. He lives in Ithaca, New York.

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