GIVE AND TAKE: The Complete Guide to Negotiating Strategies and Tactics

An encyclopedia of techniques for negotiators -- from tenants to management and labor representatives. Many of the hints are concrete and practical, such as how to break an impasse (change a team member, tell a funny story), how to get a price breakdown; others are methods to be used against ""dirty tricks"" or ""bad guys"" (""Throw the prick out""). Karrass deflates the myth of ""body language"": familiarity with it may make a small difference, but not much in the long run. The book is padded with a great deal of the obvious: don't let your emotions carry, you away, fatigue can work against you, question your assumptions, remember that you are judged by the company you keep. An assortment of pointed as well as pointless advice.