This text explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages: preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered. The text has been updated and revised, and employs a more user-friendly aproach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated throughout the text rather than being treated as a separate entity.
