Getting Ahead: The Edge
Jim Pawlak, Biz Books
Published January 23, 2006

NEW BOOK
"Done Deal: Insights From Interviews With the World's Best Negotiators," by Michael Benoliel, with Linda Cashdan, Platinum Press, $19.95

Negotiation applies the effective use of information to create response. Information and its application is the key of this book.  The authors want you to make sure you know what you're negotiating for. If you have incomplete information on your potential customer, you'll say "yes" when you should have been saying "who and what" -- setting specific your "must haves" and "like to haves" -- doing so sets your priorities.

Don't let egos overshadow issues. If they do, objectives go out the window, and it guarantees an adversarial bargaining stance that makes every little thing contentious. Build relationships by finding common ground. Reaching agreement on something small set the setting for settling big issues.