This manual examines the multifaceted nature of negotiation, providing a comprehensive overview of its various contexts, strategies, and psychological underpinnings. The book delves into the different bargaining approaches and tactics employed, alongside the diverse techniques of persuasion. It also offers insights into the cognitive influences that shape how individuals engage in negotiation, aiming to equip readers with a thorough understanding of the negotiation process.

This manual is structured to provide a foundational understanding of negotiation for legal professionals and students. The content focuses on established principles and techniques within the field, suggesting a practical and instructional approach. Its coverage of strategies, tactics, and psychological factors indicates a comprehensive resource for developing negotiation skills. The publication date suggests it draws upon established knowledge from the late 1990s.