Summary

A guide to effective techniques of negotiation in business and why they work. Considers the history of negotiation methods and their relevance to today's marketplace. Presents an organizational strategy for developing successful buyer-seller relationships based on the natural interdependence of the two parties. There is thoughtful discussion of how to balance risk and trust, including cogent criticism of the adversarial approach to negotiating. Offers guidelines for creating favorable negotiating conditions, and covers such topics as organizational development, touch-point management, management participation, and ethics.