Part one of term paper
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 author touches upon. ...

Part two of term paper
... gets out of control. Chapter 3: People This chapter deals with the fact that all negotiations are done between two human beings. The reader is taught how to understand people. This is done by helping the reader to figure out if an individual acts instinctively or rationally. Predicting another person’s behavior is 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 read ...