Introduction

Welcome to our book on negotiation. For 25 years across 40 countries plus 26 of the American states, the Resource Development Centre Ltd (RDC) has been helping thousands of people conduct successful negotiations of every type. Many of our clients have been businesses striving to sell more successfully. Other clients have improved their buying skills. A few clients have used our techniques outside the business environment altogether—in many public-sector organizations and in such areas as international diplomatic services.

All have benefitted from our approach to negotiation, which is best summarized by the phrase “win-win.” The first “win” refers to our own side of the negotiation and indicates that we feel the result is a win for ...

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