Negotiating the Impossible

The Negotiator's Handbook provides a complete roadmap for the savvy negotiator, enabling you to understand and handle any negotiation. It will show you how to think like a negotiator, even when you are in a tight spot and have little leverage. You'll learn how to frame your goals correctly, playoff people's emotions, position yourself as a credible partner who can actually deliver what they want, overcome their resistance and their most powerful tactics, figure out who really has the power to decide, resolve seemingly intractable conflicts, and close the deal at just the right time.