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The Upper Hand
Winning Strategies from World-Class Negotiators

By Michael Benoliel, Ed.D., with Linda Cashdan

Item No. #735-5

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Negotiation is part of daily life. It is also a demanding, complicated process: a mixture of research, strategy, psychology, and gut instinct. Written in a page-turning style, The Upper Hand takes you behind the scenes with firsthand accounts and "war stories" from twenty-five Master Negotiators in business, politics, law, and diplomacy including Nobel Prize Winner, Shimon Peres, Black Entertainment Television founder, Robert Johnson, and former Secretary of State, James Baker. The Upper Hand teaches you:

The top ten skills needed in high-level negotiation
How to negotiate from both sides of the table
When to issue ultimatums and when to concede
The mistakes you should never make

The Upper Hand shows you how to manage the process, out-negotiate the competition, and enhance your negotiating position in any situation.

Dr. Michael Benoliel is the founder of the Center for Negotiation, a consulting and training organization that specializes in conflict resolution and negotiation.

Linda Cashdan is a business reporter and on-air radio broadcaster for the Voice of America.