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While a number of books have been written on negotiating techniques, such as the famed Getting to Yes and Getting Past No, these have all assumed that the negotiating process is all about both sides having to reach a compromise where neither side achieves all they intended. The reality in life for those who really understand how the world works, is that negotiations are almost always one sided and dominated by those who understand the issues involved.Unlike other texts which focus on well-worn platitudes, on which where one side is supposed to continue the arguments until the other side is reduced to capitulation through exhaustion, Negotiation Madness approaches the subject from the side of the person who will always come out of the process with the advantage and sets out the ways in which, and how this is achieved. Punctuated with practical examples, the work concludes with practice sessions which can be duplicated in both corporate and private settings, allowing individuals or management to evaluate their associates skills.
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