Cover image for Shake hands with the devil : how to master life's negotiations from hell
Shake hands with the devil : how to master life's negotiations from hell
Acuff, Frank L.
Personal Author:
Publication Information:
Berkeley, Calif. : Ten Speed Press, [2003]

Physical Description:
ix, 147 pages ; 23 cm
General Note:
Includes index.
Format :


Call Number
Material Type
Home Location
Item Holds
HD58.6 .A275 2003 Adult Non-Fiction Non-Fiction Area

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Negotiation expert Acuff offers cool advice for taming the flames of common conflicts and reaching resolutions without getting burned. Acuff's sound methodology for analyzing thorny confrontations in the workplace and in everyday life provides the tools readers need to achieve their goals, build trust, and help others get what they want, too.

Author Notes

Frank L. Acuff is renowned keynote speaker who regularly conducts seminars He is the director of a Chicago-based business consulting firm

Table of Contents

Acknowledgmentsp. ix
Introductionp. 1
1. Your Ticket out of Hellp. 5
The Seven Steps out of Negotiating Hell: The Stairway to Heavenp. 6
2. Innies: Hellish Negotiations Within Your Own Organizationp. 39
1. Surviving the Boss from Hellp. 42
2. Getting Work out of Slugsp. 50
3. Bargaining for a Raise or Higher Starting Salaryp. 67
4. Gaining Leverage Without Authorityp. 73
3. Outies: Hellish Negotiations Outside Your Organization and in Everyday Lifep. 82
5. Negotiating with a Strategic Partner Who Is Screwing Youp. 84
6. Dealing with Your Attorneyp. 94
7. Getting Your Real Estate Agent on Your Sidep. 103
4. Innies and Outies: Hellish Negotiations Inside and Outside Your Organizationp. 109
8. Finding Common Ground with People Who Are Different from Youp. 110
9. E-Negotiatingp. 130
Conclusionp. 137
One-Page Summaryp. 139
Indexp. 141
About the Authorp. 147