On and Off the Record: Colosi on Negotiation, 2nd edition

It's not simply by knowing how to influence people. It's by understanding the process, structure, and management of negotiation that you will negotiate more successfully. ON AND OFF THE RECORD: COLOSI ON NEGOTIATION clearly details how to identify, understand, and manage the many relationships and angles that come into play as part of the negotiation process. (And it also teaches you how to inluence people!)

This latest edition of the classic handbook on negotiation is revised and updated with new statistics and additional innovative sections. ON AND OFF THE RECORD will assist you not only in business situations but in personal ones as well.