A new title from the 'Essentials' series. Everything you need to know about successful negotiation in a striking paperback format with flaps. Following an introduction about the art of negotiation - different styles and approaches to negotiation and how it is affected by culture, the bulk of the book is an expansive A-Z with several hundred entries that explain the essentials of successful negotiation, with entries that stretch from Apples and pears and bagatelle, through Hooker's principle and lock-out, all the way to Russian front and win-win... ...and including one on children, who are described as"the world's best negotiators, who know how to get what they want, are utterly ruthless, have no sense of responsibility, have no sense of shame and have no long-term plans" whereas "parents give in to their children, give in to each other, are easily shamed and in constant states of remorse, and have long-term hopes and plans." Result "children win hands down."
- ISBN10 1861975708
- ISBN13 9781861975706
- Publish Date 19 February 2004 (first published 4 March 1993)
- Publish Status Out of Print
- Out of Print 23 July 2009
- Publish Country GB
- Publisher Profile Books Ltd
- Imprint Economist Books
- Edition Main
- Format Paperback
- Pages 240
- Language English