For both of us, this book is a culmination of years of study, research, practical application, and testing. We have learned much from many, as is the case with most topical areas of subject matter. The in-the-field applications of our concepts with client firms that helped us refine and simplify our model have been informative and gratifying. We appreciate and value, too, the works on negotiations by those who have preceded us, including Gary Frasier, Chester Karras, Roger Dawson, Dr. Jim Hennig, Bob Gibson, John P. Dolan, William Ury, and Roger Fisher.

We cannot say enough about the expertise and effort of Steve Piersanti, who, with the title of publisher of Berrett-Koehler, has demonstrated his executive acumen beyond question, ...

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