Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.

"This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations—with precision and wit." - The First Edition

"For those who want to master the art of negotiating, this book comes in handy. The concise descriptions of various tactics, presented in alphabetical order, constitute the heart of this book. They are easy to read and certainly helpful..." - Dispute Resolution Journal

"This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations—with precision and wit." - The First Edition