TITLE : FIELD GUIDE TO NEGOTIATION: A GLOSSARY OF ESSENTIAL TOOLS AND CONCEPTS FOR TODAY'S MANAGER.

 
CONTENTS
 
Preface
ix
 
Introduction
xi
 
Part 1 Essays
1
 
What Is the Basis for the Different Styles of Negotiation?
3
 
How Should We Handle Difficult Negotiators?
5
 
How Do We Deal with Covert Red Negotiators?
8
 
What Is the Role of Manipulative Ploys?
12
 
Part 2 Glossary
17