Practical Negotiating: Tools, Tactics & Techniques

Acknowledgments

This book is not a one-person effort by far. I am especially indebted to my wife Renee Beaty who not only put up with me during the ups and downs of writing but who also did a superb job of copyediting and graphic design. I could not have done this book without her.

In addition, there are specific people who have encouraged, cajoled, shared ideas and stories, and been just plain supportive during the entire process:

• David Berlew, colleague and friend at Situation Management Systems who became my first teacher and mentor when it came to the subject of negotiation.

• Alex Moore and Earl Rose, also of Situation Management Systems, who taught me a great deal during a difficult negotiation.

• Ming Russell, agent and expeditor for this project and I hope others as well.

• Shannon Vargo, associate editor at John Wiley and Sons.

• Bill McCormick, my business partner at the Catalyst Group with whom I collaborated to create much of this material in a workshop setting.

• Mickey and Eleanor McGongale, dedicated public servants who shared their experience in various negotiations that took place in the public sector.

• Steven Myers, client and friend whose encouragement and good humor helped me in so many ways.

• Terry Bacon, of Lore International who encouraged me directly and inspired by example in writing and publishing.

• Jim Kouzes, who gave me the low-down on what kind of commitment a book would take and some great advice for dealing with publishers.

Thank you all for believing in this project ...