TY  - BOOK
AU  - Siedel,George J.
TI  - Negotiating for success: essential strategies and skills 
SN  - 0990367193
PY  - 2014///]
CY  - [Ann Arbor]
PB  - Van Rye Publishing
KW  - Negotiation
KW  - Negotiation in business
N1  - Includes Internet addresses; 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
ER  -