A few ideas about Negotiation

I've recently been trying to improve my negotiating skills by reading two books: You Can Negotiate Anything by Herb Cohen and Influence: The Psychology of Persuasion by Robert Cialdini.

You Can Negotiate anything is a short book that gives tips and pointers and gives examples of negotiating tactics.

Influence is a fascinating book by a psychologist that supports every major point by describing various psychological findings and major events that exemplify that point.

The first book is more of a how-to book and the second is more of a why-it's-the-case book. I found both to be valuable in helping me recognize negotiating tactics, which hopefully makes me less vulnerable to being unconsciously influenced.

Stanford's Ed Corner has a good recorded talk on negotiation : http://edcorner.stanford.edu/authorMaterialInfo.html?mid=181...

The rules of negotiation very much depend on the situation so I personally take "n-tips for negotiating" with a grain of salt.

I haven't heard of Paul Tyma -- what's his credibility in writing this article?