Before you is a real negotiator’s bible, in which the basic principles of the negotiation process, strategic approaches and tactics are revealed step by step. The author talks about psychological traps and mistakes in prioritization, gives examples of catastrophic miscalculations and situations that can still be corrected. When working on the author’s tasks, you will more than once catch yourself trying to solve them at first, guided by the usual, “knocked-in” methods - and these, as the author convincingly proves, most often lead to defeat. Gavin Kennedy destroys common stereotypes with absolute ruthlessness, showing how deeply we have long-learned, but, unfortunately, incorrect concepts and principles of the negotiation process. This book will provide invaluable assistance to everyone involved in negotiations: businessmen, sales managers, suppliers and even representatives of the intelligence services. It is written in lively, colloquial language and will be useful to everyone - even those who take it up without any practical purpose.