Mind and Heart of the Negotiator, Second Edition, The

Learning Objectives

This book promises three things: First (and most important), reading this book will improve your ability to successfully negotiate. You and your company will be richer, and you will experience fewer sleepless nights, because you will have a solid framework and excellent toolbox for successful negotiation. However, in making this promise, we must also issue a warning: Successful negotiation skills do not come through passive learning. Rather, you will need to actively challenge yourself. We can think of no better way of doing this than to supplement this book with classroom experiences in negotiation, where managers can test their negotiation skills, receive timely feedback, and refine their negotiation strategies on a repeated ...