This guide for business managers explains the basic techniques of negotiation. Every stage of the process from identifying the desired outcome through closing the deal is covered. Sample topics include recognizing barriers to agreement, negotiating on behalf of others, and building organizational competence. Several worksheets designed to help the reader when preparing for a negotiation are included in the appendix, along with a glossary of terms. Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)