Preface

Some basic points on the approach of this book:

• It is pragmatic and practical, meant to teach skills that can be put to use in the business environment
• It is grounded in research, but the research has been pushed to the background in favor of practical information
• The authors are experienced coaches on the topic and have written a number of niche-topic books

Finally, the book is on the broad concept of negotiation rather than a niche topic (bargaining, conflict management, salesmanship, etc.)

Contents