The Intelligent Negotiator by Charles Craver

This excerpt from "The Intelligent Negotiator" by Charles Craver offers practical guidance on various aspects of negotiation. The text outlines a structured approach to negotiation, dividing it into stages like information exchange, distributive bargaining, closing, and cooperative problem-solving. It explores different negotiating styles, contrasting competitive-adversarial approaches with more cooperative ones, and emphasizes the importance of preparation and gathering relevant information. The author also provides insights into detecting deception through verbal and nonverbal cues and discusses common negotiating techniques and strategies for handling challenging counterparts. Finally, the text applies these principles to specific real-world scenarios such as negotiating employment opportunities, and buying cars or houses, and dealing with repair shops.