I have always thought that negotiating is one of the most dreadful and challenging things in business. I had the preconceived notion that negotiating effectively requires a tough stance and a Type-A personality in order to outsmart your opponent. On top of that, there was always the feeling that I could have gotten a better deal if I had pushed "just a little bit more".

But then, I came across this jewel of a book, titled "Fearless Negotiating" by Michael C. Donaldso More...

The Wish, Want and Walk concept is a really interesting negotiating concept that I will try at my next negotiation. I am torn between calling this book great if/once I try this technique and it works, and calling it frustrating due to the (beguilingly?) simple nature of the book. I may have to review my rating once I try the techniques for myself.

Must-read before entering any negotiation.