The Negotiation Handbook
"The negotiation process is about power, ego, leverage, saving face and being right," says former U.S. government labor mediator Cleary, and throughout, gifted negotiators keep their eyes on the prize: a deal. Cleary admonishes negotiators to prepare by learning the facts, sticking to principles, and setting priorities. The author illustrates his points with personal examples, and his anecdotes make the book an easy read. Filled with useful, commonsense tips, this well-organized book includes chapters on dynamics, preparation, and general rules as well as the basics of conflict resolution. Finally, while the book is written for negotiators, one chapter specifically addresses mediators. Reminding readers that negotiation is about process, he explains that "the best negotiators have the patience of Job," and while his experience clearly lies in the labor/management sector, he offers one tip for anyone negotiating airfare, a night in a hotel, or the price of inline skates: always ask the question, "Can you do any better?" Recommended for public and business libraries. Julie Denny, Resolutions, New YorkCopyright 2001 Reed Business Information, Inc.