Author Description

Guide to Negotiation is an indispensable resource foe any participant in the negotiation process, offering: Concise explanations of negotiators' jargon (e.g., bagatelle, pendulum arbitration, secondary boycott); Brief yet intelligent synopses of crucial theories (e.g., Hooker's principle, Nash solution, Skinner's pigeon); Historical references that have evolved into common negotiating schemes (e.g., Boulwarism, Brooklyn optician); Manipulative ploys other negotiators might use(e.g., Mother Hubbard, Noah's Ark, Perry Mason, Russian front)-"A ploy identified is a ploy neutralized."; Lists of step-by-step tactics to use in any situation (e.g., culture differences, deadlocks, lease agreements, price negotiations).