HOW TO ASK FOR MORE AND GET IT: The Art of Creative Negotiation

Negotiation is the fundamental leavening agent of human life."" That somewhat soggy battle cry heralds a discussion of tactical dynamics that is at least as feisty as it is yeasty. A self-assured businessman, Francis Greenburger has plenty of anecdotes to relate from both his real estate investment operation and his other world, that of the literary agency. By means of one-on-one sports metaphors, goal-management diagrams, and lists of goals (primary, secondary, long, short, etc.), he hands down a portrait of the crisp, cool negotiator to whom levels of rationale/counter-rationale are infinitely more important than his Guccis. The whole affair may be formula-ridden, but it does help that the prescriptions are couched in waves of frenetic energy.