The Skilled Negotiator

The author lays out her unique process approach to negotiation and provides many "real deal" examples from real world master negotiators to illustrate her points. The book shows how to: identify your negotiation using the book's LSI inventory; identify and navigate particular types of negotiations; the  advance-and-retreat; use communication technology (emails, phone, conference calls) strategically in negotiations; position and persuade artfully; negotiate in teams; and deal with heated emotions on both sides of the table.