Summary

""Why take no for an answer? Successful people don't. They get what they want by negotiating better deals for both parties," says Chester L. Karrass. Since ancient times, people dealt with one another by intuition alone - until 1970, with the appearance of The Negotiating Game, incredibly, the first book to integrate modern analytic thinking with good practice. The author systematically builds an arsenal of ideas that provides the negotiator with a realistic sense of confidence. Now Dr. Karrass returns to give us this newly revised and expanded edition of the now-classic book on negotiation, updated to reflect the sea changes in business and society over the past two decades." "Your agreements, understandings, and relationships mean the difference between success and failure. Poorly negotiated deals are continually breaking down, bringing unnecessary dissatisfaction and aggravation into people's personal and professional lives. Good agreements help you reach and surpass your goals - and they leave the other side better off at the same time!" "The Negotiating Game is mandatory reading for anybody who must negotiate with others in any part of life - in other words, all of us."--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved