This is a practical, pocket-sized guide to negotiating which will give you the information and skills to succeed. Find out how to improve your negotiating skills by defining your style, preparing properly and designing your meeting structure. You'll learn to build relationships, develop trust and negotiate fairly. Tips, dos and don'ts and 'In Focus' features on what to do in a particular situation, plus real-life case studies demonstrate how to manage an impasse, persuade others and close the deal. Read it cover-to-cover, or dip in and out of topics for quick reference. Handy tips in a pocket-sized format - take it wherever your work takes you.