Negotiating is a normal process of life no matter what you do. Daily negotiations include with employees, supervisors, children, co-workers, or just about anyone that you run across. The book goes over the steps of negotiating including identifying your weaknesses and your opponent's weaknesses, breaking a deadlock, handling difficult people, when to mediate, etc. The book gives specific strategies for specific situations. How you would negotiate a better price for a purchase is different for how you would negotiate a pay raise and these differences are discussed and illustrated. The author also discusses common traps that negotiators set up for the unwary as well as blunders to be avoided. I was pleasantly surprised to go to an appliance store where the prices are clearly marked on the appliances and find that I was able to negotiate a better price with the salesman. I guess that even when it states a firm price, things are still negotiable if you know how to approach it.
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