Negotiating

Part of a series presenting "quick takes" on important aspects of business practise, this book focuses on the step-by-step skills needed to successfully close deals, including preparation, assessing opponents, tactics, when to give in and when to hold the line. Each chapter features a two-page spread featuring four-colour graphic presentation of the chapter topic complete with: skill builders (advice on how to get to the next level of proficiency); red alert (warnings to keep readers from making common, and not so common, mistakes); words to live by (quotes); time savers (tips to save readers time); case in point (examples and/or case studies); inside information (helpful general hints) and related topics.