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The book is a result of the authors experience in over 20 years of negotiating in various situations and is replete with case studies based on personal experiences. The material in the book has been tested during MBA courses taken for working professionals who have had the chance to try out these concepts in their workplaces. The book hopes to dispel the myth that "good Negotiators are born not made" and shows how anyone can develop the skills to become a good negotiator, a skill rated as being indispensable for a future leader.
This outline of the book can be thought of as a four part guide to a journey:
1. The first four chapters introduce the concepts of Negotiation, the terminology and strategies, akin to showing the lay of the land for the imminent journey.
2. Chapters 5 to 7 deal with the idiosyncratic issues that humans bring to the...
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