William F. Morrison is a lecturer in the Department of Organization and Management in the College of Business, San Jose State University, where he teaches courses in negotiation, management, and operations. He has also taught at Golden Gate University, the University of California-Berkeley, and Menlo College. The author of two books on negotiation—The Prenegotiation Planning Book and The Human Side of Negotiations—he served in management positions at Westinghouse for 37 years and currently conducts negotiation and management training programs for corporations and industry groups.

• AcknowledgementsIntroductionSection One: Achieving Success in the 21st CenturyNegotiation in the 21st CenturyWinning ConceptsThe Power of QuestionsEthics and NegotiationsWinning Your Day to Day NegotiationsDay-to-Day Negotiation SituationsTelephone and Written NegotiationsWinning Concepts SummaryFinal ThoughtsSummary: Keys to SuccessIndex

William F. Morrison is a lecturer in the Department of Organization and Management in the College of Business, San Jose State University, where he teaches courses in negotiation, management, and operations. He has also taught at Golden Gate University, the University of California-Berkeley, and Menlo College. The author of two books on negotiation—The Prenegotiation Planning Book and The Human Side of Negotiations—he served in management positions at Westinghouse for 37 years and currently conducts negotiation and management training programs for corporations and industry groups.

• AcknowledgementsIntroductionSection One: Achieving Success in the 21st CenturyNegotiation in the 21st CenturyWinning ConceptsThe Power of QuestionsEthics and NegotiationsWinning Your Day to Day NegotiationsDay-to-Day Negotiation SituationsTelephone and Written NegotiationsWinning Concepts SummaryFinal ThoughtsSummary: Keys to SuccessIndex

William F. Morrison is a lecturer in the Department of Organization and Management in the College of Business, San Jose State University, where he teaches courses in negotiation, management, and operations. He has also taught at Golden Gate University, the University of California-Berkeley, and Menlo College. The author of two books on negotiation—The Prenegotiation Planning Book and The Human Side of Negotiations—he served in management positions at Westinghouse for 37 years and currently conducts negotiation and management training programs for corporations and industry groups.

• AcknowledgementsIntroductionSection One: Achieving Success in the 21st CenturyNegotiation in the 21st CenturyWinning ConceptsThe Power of QuestionsEthics and NegotiationsWinning Your Day to Day NegotiationsDay-to-Day Negotiation SituationsTelephone and Written NegotiationsWinning Concepts SummaryFinal ThoughtsSummary: Keys to SuccessIndex