Negotiating 101 Peter Sander

"Negotiating 101" by Peter Sander is a book from the Adams 101 series. It is a quick-and-easy guide to core business and career concepts. The book covers topics such as hiring and firing, strategizing, and calculating revenues. Some of the key points discussed in the book are: Preparation. The author emphasizes the importance of preparation, including visualizing the negotiation process and anticipating the counterparty's requests. Negotiation techniques. The book explains various tactics, such as the "good cop/bad cop" approach, the straw man technique, and the use of shills and decoys. Types of negotiations. The two most common types discussed are positional and win-win negotiations.