Part 1 of Essay
This chapter defines negotiating. The author then gives examples of real life negotiating. The basic ingredients for negotiating are then given. The author then explains the importance of negotiating in the business world. Sales negotiating and real estate negotiating are the major points of business negotiating that the a ....

Part 2 of Essay
.... also covered in this chapter. Understanding why a person reacts the way they do is broached in this section. Chapter 4: Preparing for Negotiating In this chapter, the reader learns how to prepare for negotiating. The author says that the first in preparing for negotiations is to “know thyself,” or understanding how you will react in certain situations. Also to properly prepare, you should research who and what you are negotiating. The newer methods of negotiating are also discussed, including ....