The key variable in any negotiation is the behavior of the people involved. This book contains specific details, checklists, and suggestions to help improve how the reader deals with people in future negotiations. Thirty-six behavior styles are identified and specifics are given on how to manage each. The first
to address the people component of negotiation, this text covers material on how to negotiate successfully in the U.S. culture and will also assist the reader who has to negotiate and conduct business in other cultures.
"This book is a MUST for all people
in the buying and selling arena. It is an action book that should be on the desk of every person who wants to be successful in future negotiations." -- John Munday, manager, Procurement and Business Services, Halliburton Nus Environmental Corporation, Houston, Texas "...people skills in negotiations are the key to oustanding negotiation skills. This work certainly will help every one of us to sharpen and polish
those skills…" -- Ralph W. Goldwin, president, 1st Commercial Finance, Los Angeles, CA