The Only Negotiating Guide You'll Ever Need
Peter Stark, Jane Flaherty 2002 Broadway Books
The first half of this comprehensive book deals with the concepts and psychology behind the art of negotiating, and includes a self-assessment test for readers to gauge their existing skill level. The authors emphasize the importance of having the right attitude and aiming for a win-win situation rather than the other three possible outcomes: lose-lose, win-lose or no outcome. The book's second half supplies 101 concrete tactics for getting yourself the best deal and counteracting those who are seeking concessions from you.