Many people view negotiations as a complex, daunting process, full of surprises. Based on more than 25 years of training negotiators in the U.S., and abroad, the authors say it doesn't have to be that way. The secret is to carefully structure the entire process. This book shows how to enter a negotiation well positioned to succeed, by analysing the situation in advance, and building a plan that reflects reality. The authors then present clear guidelines for evolving a plan during the course of the negotiation, so the negotiator stays in control and can successfully achieve the desired results. Case studies are used throughout the book, which offers a unique and needed counterpoint to the mythology and folklore that all too often surround the process of negotiation.