Chapter 1: On Negotiating 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. Chapter 2: The Cooperative Process In this chapter, the author explains that negotiating is not a game. The object of negotiation is …showed first 75 words of 633 total…

…showed last 75 words of 633 total…learned in this chapter. Chapter 10: Life Illustrations This chapter deals with showing the individual reading the book how all the tactics learned were used in real life situations. This chapter is put together well and highlights all sections quite well. Chapter 11: Success This chapter deals with the success that the reader can achieve. The author gives good advice and persuasion that will help motivate the reader to keep practicing the tools learned in the book.