Solid negotiation skills are crucial to successful business performance. Yet few professionals have the big blocks of free time necessary to learn and perfect these skills. The McGraw-Hill 36-Hour Negotiating Course is a practical alternative to business school commutes or endless lecture classes. It helps readers increase their negotiating abilities while decreasing the difficulty, tension, and uncertainty associated with this career-enchancing skill-all in just 36 hours of self-paced study. Exceptionally comprehensive, The McGraw-Hill 36-Hour Negotiating Course covers the full range of negotiation skills, including the techniques for proper planning that are often overlooked by other books. Among the many subjects covered are: prenegotiation goals and information gathering... tactical strategies and countermeasures... disclosing and withholding information... using and responding to emotional appeals or pressures... deciding whether to confront or cooperate... making proposals and concessions... bargaining tools and tradeoffs... the art of bluffing... dealing with multiple participants in the negotiation, among many others. Designed for easy use, the book builds knowledge in easy-to-accomplish graduated steps. Key concepts and points are highlighted with boxes, and reading assignments and numerous self-tests guide readers every step of the way. A frameable Certificate of Achievement is available to those readers who submit and pass the final exam at the back of the book. Complete with essential techniques for refining persuasive communication skills, plus a special section on the legal issues associated with negotiating, this authortative, accessible book will help readers to structure and negotiate solid deals and agreements and broaden their knowledge base easily and inexpensively.