Offering advice on handling negotiations at any level, from major business deals to simple personal matters, this book is based on the author's belief that, if you assume that nothing is negotiable unless the other party indicates otherwise, you are missing opportunities to get better deals.

Reviewer: (primoz.peterlin@biofiz.mf.uni-lj.si) from Ljubljana, Slovenia Sometimes, the individual benefit seems to conflict with the benefit of the community as a whole, even though the community includes this very individuum. One such example has been formulated as the Prisonner's Dilemma: two suspects, A and B, are arrested, and kept separated so that they cannot communicate. If they continue to cooperate, they will be both sentenced to one year. However, if suspect A cooperates, but suspect B defects, A is going to be sentenced to five years, and suspect B will be released. Vice versa, if B cooperates and A defects, A will be released and B sentenced to five years. Finally, if both defect, they will both be sentenced to three years each.

A revised edition of a guide to winning the negotiation game. It shows the reader how to pursue his own interests and keep his adversaries happy. A few principles will guide the reader no matter what the other side does, or whatever what tricks they may resort to.

Harvard has an outstanding research facility for Negotiation. I recommend this to anyone interested in Negotiation theory or conflict resolution

The ability to negotiate effectively is a vital skill for business and everyday life. Whether you want to negotiate a business deal, a pay rise, or the price of a new house or car, this guide aims to show you how to get a better deal every time - and avoid costly mistakes

Almost every aspect of business involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise, or even a pay-off. Handy and accessible, witty and wise, this new and up-to-date edition of Pocket Negotiator provides a clear guide to the fundamental skills of negotiation through: Concise essays that include * Competing negotiating approaches * Personality and negotiation * How to handle difficult negotiators * The role of manipulative ploys An A-Z of key terms and concepts * From Add-on to Brinkmanship, through Leverage and Linking, all the way through to What if? And Win-win. Lists and appendixes