Negotiation: Process, Tactics, Theory - Tapa dura

This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations with precision and wit.--Louis Kriesberg, Director, Program on the Analysis and Resolution of Conflicts, Syracuse University "The First Edition " Brevity is not the only form of wit in this exceptionally clear book. For the novice the book reveals what tactics are. For the experienced negotiator it reveals why the tactics work.--David Dreier, Member of Congress This book has ideas for resolving disputes at every level, from the family to the family of nations. The surprising thing is how useful it also is in cooperative situations.--John Rogers, Chief of Police, Lake Forest Park, Washington Understanding the negotiating process is crucial to success in the international market place. Churchman unravels the complex web of negotiating to that even a novice can become an effective negotiator.--Reggie Cook, President & CEO, Cook International, Inc. Producing films involves a lot of negotiating. Read this book five times instead of reading five different ones.--Jennie Lew Tugend, Producer, "Free Willy" 1-2, Co-Producer "Lethal Weapon" 1-2-3

This study outlines and defines key terms and concepts behind negotiation tactics that have been effective throughout history. It is completed with a glossary of over 50 terms used in negotiations.