The Negotiation Handbook
By Patrick J. Cleary
A helpful tool for anyone whose union work puts him or her at the negotiating table. The author is a former chairman of the National Mediation Board, where he spent five years helping labor and management work out their bargaining deadlocks. While his biography shows that he comes from the management side of the labor-management dynamic, his pointers on negotiating tactics and strategies -- and his stories about difficult negotiations and how seemingly insurmountable conflicts were resolved -- make for interesting and instructive reading. Sections include understanding hidden motivations, credibility, ego, “last issue” pressure, pointers on dealing with the media, and much more. If you spend any amount of time in negotiations, you’d benefit from this book.
“The author’s many years of hands-on experience provide you with a realistic portrayal of negotiations as they actually occur. Even the best, most seasoned negotiators can learn from this book.” 179 pages paperback
WILLIAM J. USERY, FORMER U.S. SECRETARY OF LABOR
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