Publisher's Synopsis
A good strategic game plan can overcome tactical errors with regard to negotiation. ""Win-Win Negotiating"", the fifth volume in the ""ASCE Press Engineering Management"" series, helps the professional to train and prepare the team for the game, how to read and interact with the opposition, and, most importantly, helps define winning and losing before, during, and after the negotiation. The book discusses offensive and defensive strategies, that relate to what losing and winning mean to the negotiator. Authors Tirella and Bates make the final point that a winning game of negotiating produces no losers if the game is played right - it's a win-win game for each side. A series of appendices provide various check lists and ideas for improving negotiation skills referred to in the main portion of the book.
