Chapter 1: On Negotiating This chapter defines negotiating. The author then gives examples of real life negotiating. The basic ingredients for negotiating are then given. The author then explains the importance of negotiating in the business world. Sales negotiating and real estate negotiating are the major points of business negotiating that the author touches upon. Chapter 2: The Cooperative Process In this chapter, the author explains that negotiating is not a game. The object of negotiation is for both parties negotiating to win. Mr. Nierenberg explains how to reach a relative balance when negotiating. Also in this chapter, it is explained what should be done when the negotiating process gets out of control. Chapter 3: People This chapter deals with the fact that all negotiations are done between two human beings. The reader is taught how to understand people. This is d....

Number Of Pages: 3

Number Of Words: 651

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