Before you is a true negotiator's bible, revealing step by step the main principles of the negotiation process, strategic approaches, and tactical techniques. The author discusses psychological traps and errors in setting priorities, provides examples of catastrophic miscalculations and situations that can still be corrected. While working through the author's tasks, you will often catch yourself initially trying to solve them using usual, 'well-trodden' methods — which, as the author convincingly shows, most often lead to failure. Gavin Kennedy ruthlessly dismantles common stereotypes, showing how deeply ingrained but unfortunately incorrect notions and principles of the negotiation process sit within us. This book will be an invaluable aid to all involved in negotiations: businessmen, sales managers, supply officers, and even intelligence agents. It is written in a lively conversational style and will be useful to everyone — even those who pick it up without any practical purpose.