Book Description Managers, employees, and entrepreneurs, are given practical guidance on focusing the mind for optimum negotiating power in this guide. With more than 20 step-by-step targeted exercises, this negotiating handbook teaches how to make every second of a negotiation dialog positive and constructive, from the opening gambit to the close....

Looking for a raise, setting staff performance goals, finalizing a business contract?every day each of us draws upon our negotiation skills. In this book, Juliet Nierenberg, a director of New York?s Negotiation Institute, and attorney Irene S. Ross, who?s led countless negotiation seminars, uncover the secrets for optimal negotiation, whether it?...