More and more people are now involved in negotiations at all levels in workplaces around the world. Clear and accessible, this invaluable handbook provides sound guidelines for all individuals and group representatives engaged in negotiating with management or colleagues.

Introduction Chapter 1 What are Negotiations Chapter 2 Attitudes in Negotiation Chapter 3 Resolving Intra-Group Conflict Chapter 4 Power in Negotiations Chapter 5 Planning for Negotiations: The Negotiating Team; Are we in a Negotiating Position? Chapter 6 Preparing for Negotiations: Setting Objectives - Reconciling Priorities Chapter 7 Across-the-Table Negotiations: Setting the Tone and Climate; The face-to-face Meeting; Presentation-Responses-Tactics; The Argument Stage - Achieving Fluidity; What is an Offer; Summarising; Adjournments; Deadlines Chapter 8 Closing Negotiations: The Predicament of Failure to agree Chapter 9 Editing, Ratifying and Implementing the Deal Chapter 10 Venues - Facilities - Time and Communications Chapter 11 Negotiators and the Law Chapter 12 Conclusions Appendices Acknowledgements Further reading Index