The New Art of Negotiating

by Gerard Nierenberg • Henry Calero

  1. ISBN: 978-81-291-1935-3
  2. Pages: 208 pages
  3. Date: January 2012


Everyone has to negotiate every day in their lives. Whether it’s a business
transaction, or while dealing with one’s boss and co-workers, or with their children,
negotiating is a life skill.
Written by experts in the art of negotiations, the book ‘The New Art of Negotiating’
introduces the readers to the various crucial skills required for an effective
Early in their careers, the authors made a revolutionary discovery: Negotiation
does not have to be an adversarial process that ends in victory for one party and
defeat for the other.
The reader will learn how to analyze his/her opponent’s motivation, negotiate
toward mutually satisfying terms, learn from their opponent’s body language,
and much more.
Throughout this book, the reader will be guided by the authors towards the
successful application of ‘Everybody Wins’ tactics.
This book is for anyone who wants to control their destiny and experience winwin
success in today’s challenging business and social climate.


Gerard I. Nierenberg, a successful lawyer, pioneered the idea of the “everybody
wins” philosophy—now commonly referred to as “win-win”—which insures that
all parties benefit from the negotiation. Nierenberg has written twenty best-selling
books that have been translated into thirty languages. He is also the founder of
The Negotiation Institute, which offers state-of-the-art training to business and
professional organisations, governments, and executives around the world.
Henry H. Calero has been writing about communication and negotiation for over
thirty years. A consultant and writer for professional, academic, and technical
publications, he and Nierenberg are also co-authors of the bestselling How to Read
a Person Like a Book.

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