Successful Negotiating

Selected Readings

NEGOTIATING IN ANY LANGUAGE; How NEGOTIATIONS WORK

FRANK L. ACUFF

Have more than thou showest, speak less than thou knowest.

Shakespeare, King Lear

The subject of negotiations is both timely and timeless. It is timely because almost everything about our society in general, and our workplace in particular, is increasingly complicated. Today there is more litigation, more cultural diversity, more regulation, more technology, and—in line with the focus of this book—more globalization among businesses. The subject is timeless because life is a series of endless negotiations.

Moses, for example, was more than an Old Testament prophet. He was an ace negotiator. He had been up on the mountain all day negotiating the Ten Commandments ...