Most human beings negotiate virtually every day - it is a life skill. However, because we do it automatically often we don't regard it as negotiation. Negotiation is thought of in terms of money, conditions and schedules, but, in essence, whilst it is about all these things, it is mainly about people - the parties to the negotiation - and how they act and react to each other and to the circumstances in which they find themselves.

It concerns both parties' desired results, motivation, goals and personalities provides a valuable guide to a process that we may previously have tended to use without thinking. By encouraging thought, it will help to convert an instinctive reaction into a considered skill, enabling the reader to attain better results in their future negotiations.

Key features include:

• Sections on both strategies and tactics
• an expanded index format for ease of reference in the tactics section
• challenges reviewed from both sides of the negotiating table

• Easy-to-read concise and with numerous highlights and case studies.
• Both authors have extensive experience at consultancy level in this area.

Bibliography

Paperback •  ISBN: 9781860720420 •   192 pages • Published September 1998 • £21.95

Contents
Part 1 Strategy:
A negotiating strategy
Human factors
Psychological factors
Getting our act together.
Part 2 Tactics:
Aggravation
Alternative dispute resolution
Assumptions
Auctioning
But
Concessions
Debt-chasing
Desired result
Disguises
Disinformation
Embarrassment
Fingertips facts
Forcing a deal
Gaining the initiative
Good guy, bad guy
Having the last word (or 'doorknobbing')
Keeping one's powder dry
Memory failure
Moving towards each other by degrees (or 'salami slicing')
Pre-emptive strike
Provocation
Quid pro quo
SARAH
Settling old scores
Shock tactics
Silence
Splitting the difference
Take it or leave it (or 'Hobson's choice')
Temper - false
Temper - real
Terms
Testing the water: leaks
Thinking time (or 'take five')

About the author
David Martin: David Martin, FCIS, FIPD, FIoD is Director of Buddenbrook Consultancy which provides extensive corporate and personnel services to a range of client companies. He is a representative on the Employment Tribunal Panel and a member of the Registrar of Companies Wider Users committee. He is also a regular conference and seminar speaker and the author of more than 35 books

John Wyborn: John Wyborn is Director of Craigwell Associates, consultants in Corporate Administration and Information Technology. He is a member of the Institute of Management and the British Computer Society as well as a member of the Wider Users Committee at Companies House. He lectures in contracts and administration and company law.