This book presents a scientifically validated, modern, and operational negotiation method derived from the analysis of four centuries of negotiation literature, forty major models, and 250 contemporary studies. It resolves long-standing contradictions in the field—BATNA, first offer, framing, emotional management—and provides 22 practical secrets that can be immediately applied by leaders, managers, and procurement professionals.

Authors:  Roger Fisher, William Ury, and Bruce Patton

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