Spartan Negotiation

What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Spartan Negotiation draws on history's most compelling moments--Ho Chi Min's tactics at the Paris Peace Talks Sir Francis Drake's countertactics against the Spanish Armada Michelangelo's defiance of Pope Julius I and more―to teach modern negotiation principles. Readers will learn to exercise seller-negotiator power recognize and overcome tactics minimize discounts and prevent unwarranted concessions. Beginning each chapter with a captivating historical event Spartan Negotiation both informs and entertains as it teaches readers what it takes to be a successful negotiator.