Summary

Negotiating is now a part of life at all levels of business and in all organizations, and this guide aims to help readers to develop and improve their skills and increase their competitiveness. The text includes real-life case studies to illustrate its points and make it relevant to modern business practice, and provides a checklist for assessing your own negotiating skills. It covers preparing for, carrying out and completing your negotiations, including deciding on strategies and tactics, using a bargaining process and ensuring a successful implementation of the final outcome.