The art of negotiating; [electronic resource] psychological strategies for gaining advantageous bargains [by] Gerard I. Nierenberg.

Includes index.

Combined with the author's Creative business negotiating to form a rev. and expanded ed. published in 1973 under title: Fundamentals of negotiating.

On negotiating -- The cooperative process -- People -- Preparing for negotiation -- Hidden assumptions -- What motivates us? -- The need theory of negotiation -- How to recognize needs -- Negotiating techniques -- Life illustrations -- Success.

Also issued online.