Almost every aspect of business—and indeed human life—involves negotiating skills, whether you are striking a deal, organizing a team working on a project, seeking a pay raise, or simply settling on such important matters as who is going to do the shopping or household chores. This witty and intelligent guide looks at the theory and practice of negotating a provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Following an introductory essay on how negotiation has developed, the A-Z covers everything from Add-on and Assumptive close, through Lifeboat clause and Manipulative ploys, all the way to Yesable proposition and Zeuthen's confict avoidance model.