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Consider the other side’s BATNA. You should also think about the alternatives to a negotiated agreement available to the other side. The more you can learn of their alternatives, the better prepared you are for negotiation. Knowing their alternatives, you can realistically estimate what you can expect from the negotiation.

Getting to Yes

Roger Fisher, William L. Ury, Bruce Patton

For any company today, having a permanent, full-time workforce is fraught with growing peril as employees fail to keep their skills up to date, resulting in personnel in need of greater management.

Exponential Organizations

Salim Ismail, Michael S. Malone, Yuri van Geest

Dealing with people is probably the biggest problem you face, especially if you are in business.

How to Win Friends and Influence People

Dale Carnegie

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