Siedel, George J., <br/><br/>
Negotiating for success :  essential strategies and skills / 
George Siedel, University of Michigan. 
 - xiv, 146 pages :  illustrations ;  22 cm 
<br/><br/>Includes Internet addresses. 
<br/><br/>I. Prepare to negotiate : Decide whether to negotiate ; Determine the type of negotiation ; Conduct a negotiation analysis ; Decide how to answer ethical questions -- II. Use key strategies and tactics during negotiations : Develop your relationships and power ; Understand the role of agents in negotiation ; Use psychological tools, and avoid psychological traps -- III. Close your negotiation with a binding contract : Use contract law to complete your negotiation ; Move beyond legalities to create value -- IV. Complete your end game : Perform and evaluate your agreement -- Appendices: Planning checklist and assessment tool : Negotiation planning checklist ; Example of a completed negotiation planning checklist ; Assess your negotiating style. 
<br/><br/><label>ISBN: </label>0990367193 9780990367192 
<br/><br/><label>LCCN: </label>2017446001 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation.<br/>Negotiation in business.