This practical guide gets to grips with the topic of negotiation in a straightforward style. It includes exercises throughout its 20 developmental steps for improving any negotiator's skills and confidence. 'This is an excellent book that I have no hesitation recommending to junior buyers with limited negotiating experience; managers who are keen to construct their own in-house negotiating training programme, but who cannot afford to hire Paul Steel et al; amateur buyers and, say accountants in small to medium sized enterprises ... and ... most important of all, ... directors of SMEs ... Overall, the book is full of sound ideas and useful activities. Unless you are already highly trained, you will not regret buying it.' Supply Management