The Negotiation Fieldbook, Second Edition Simple Strategies to Help You Negotiate Everything

The How-to Guide to collaborative negotiationBusiness and negotiation go hand-in-hand, yet the actual process of conducting a successful negotiation is rarely taught. In the fully revised edition ofThe Negotiation Fieldbook,you'll find proven strategies for handling each phase of the negotiation process with skill and confidence.This hands-on reference describes the essentials you must focus on to be successful, how to sequence your moves in the often tricky process and even gives you techniques for rescuing a negotiation that's failing.New to this edition: A diagnostic test to help you determine your own-and your opponents negotiating style Information on becoming an ethical negotiator-essential skill in today's market A chapter on the most common pitfalls and roadblocks faced when negotiating New guidance on how to act if you're representing someone else or vice versaFilled with easy-to-use negotiation tactics and quizzes and scenarios throughout the book,The Negotiation Fieldbookis all you need to successfully execute every negotiation for your business, step-by-step.

About the Author
Grande Lum is a co-founder and principal of ThoughtBridge. Mr. Lum mediates labor-management disputes, advises companies on mergers and alliances, and provides negotiation training and facilitation services for corporate and public sector clients. He has produced a negotiations video and written a number of articles on negotiations and collaborative processes and was formerly a partner at CMI, a consulting firm co-founded by Roger Fisher. Mr. Lum is currently Clinical Professor of Law and the Director of Negotiation and Dispute Resolution at the University of California Hastings Law School.