Pocket Negotiator

This guide provides information on the essential skills of negotiation through concise essays on the basis for different styles of negotiation, how to handle difficult negotiators, how to deal with covert Red negotiators and the role of manipulative ploys. It also includes an A-Z of key terms and concepts from add-on and brinkmanship, to hostage negotiation and zero sum.

• Preface
• Introduction
• Part 1 Essays
• What Is the Basis for the Different Styles of Negotiation?
• How Should We Handle Difficult Negotiators?
• How Do We Deal With Covert Red Negotiators
• What Is the Role of Manipulative Ploys?
• Part 2 A-Z
• Part 3 Appendixes
1. Negotiation Training Resources
2. Video Packages
3. Specialised Consultants and Trainees
4. Recommended Reading

Describes all english terms, as used by negotiatiors.