smart negotiation in any situation you have a goal: a new job, a better agreement, an important partnership. but you always need someone else to achieve it. that is precisely where things often go wrong: emotions take over, interests remain unspoken, and opportunities are missed. tim masselink and maarten van rossum show what is happening beneath the surface during a negotiation. they provide insight into how behavior, perception, and strategy determine the outcome and how you can actively shape these factors. this book shows you how to stay in control and achieve your goals. drawing on their experience as top negotiators, the authors share practical tips, tools, and techniques to achieve the best deal in support of your goal. "in a time when disagreements often prevail, this book shows how to move forward together by truly listening and connecting. it makes it clear that negotiating is not about winning or losing, but about creating shared value. discover how collaboration can once again become the engine of progress, in governance, politics and society." kim putters, chairman of the social and economic council