Books like The Intelligent Negotiator by Charles Craver

The Intelligent Negotiator is a comprehensive guide for professionals seeking to elevate their negotiation skills. Charles Craver, a seasoned negotiation expert, explains how intelligence—knowing your counterparts, anticipating moves, and mastering the mental game—transforms everyday interactions into successful deals. The book moves beyond basic principles to practical details: selecting attire, choosing seating, crafting questions, listening, presenting offers, and timing concessions. Craver shares techniques refined through 25 years of teaching over 60,000 professionals worldwide, illustrated with interactive exercises and real‑world anecdotes. Readers learn to identify and counter various negotiation tactics, close deals smoothly, walk away without hostility, and navigate each stage of the process with confidence. Key topics include: - Understanding and applying different negotiating techniques - Preparing for unexpected developments and psychological traps - Structuring offers and concessions strategically - Building a personalized, effective negotiating style

First publish date: 2002