World Politics (2nd ed.)

A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus.What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoi