The Work Smarter Guide to Negotiation : Robinson : 9781472148810 : 1472148819 : 13 Jun 2024 : Ditch the scripts and tricks for a smarter approach Kirk Kinnell is a hostage negotiator and counter-terrorism expert with decades of experience. Jim Houghton has conducted complex M&A deals worth hundreds of millions. Despite their dramatically different backgrounds, they share the philosophy that negotiation is not a zero-sum game and that trust, integrity and fairness are essential to achieving a successful outcome. This book combines their vast knowledge to show you how to prepare for and conduct negotiations in almost any environment. What holds true for ending a siege or keeping a hostage alive could be the key to getting your toddler off to bed or agreeing a pay rise with your boss. Their invaluable advice will help you be resourceful and calm amid the stress and volatility of real-world negotiations. In business, this equates to winning repeat business and making more profit. In ou