Negotiating in the Age of Integrity

We all negotiate every day of our lives right, from "you get up first and I'll make the breakfast" to "if you don't eat your cereal you wno't need to take a snack to school?" and "why don't you stop-off at the supermarket on the way home and I'll pick up the dry cleaning?" Then we get to work and it really starts. As people are involved in negotiation so often, it is often taken for granted, it becomes automatic, instinctive. There is no problem with this if it is only a matter of getting the kids to keep their room tody, but when it comes to buying a car or a business deal it's a very different matter. Wayne Berry is convinced that, to achieve the most desirable result when negotiating, behaviour should be counter-instinctive and based on the quality of relationships. This guide explains what this means and how it works in practice using detailed strategies, from the 20 sources of power to the 34 common mistakes of negotiating, from numerous ploys and gambits to the character traits to a master negotiator.