Negotiating in the Real World

"Negotiating is a face-to-face human drama that can be as genteel as croquet or as brutal as a prizefight," observes Victor Gotbaum. He should know -- no one has mastered this drama better than Gotbaum himself, who for more than twenty years headed the largest municipal employees'' union in the country, earning a reputation as a tough, skilled negotiator who gets results. In Negotiating in the Rea...