Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker. Here are some negotiating skills and negotiation techniques from the world of crisis negotiations.
Such negotiation teams are likely to commit to working together as slowly as needed to resolve a standoff. This

I began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953.
The book was based on the fact that each one of these master salespeople had one extremely powerful overriding principle or philosophy upon which his or her success was based.

On Linda Cliatt-Wayman’s first day as principal at a failing high school in North Philadelphia, she was determined to lay down the law. But she soon realized the job was more complex than she thought. With palpable passion, she shares the three principles that helped her turn around three schools labeled “low-performing and persistently dangerous.” Her fearless determination to lead -- and to love the students, no matter what -- is a model for leaders in all fields.

Strategies for building a good case.

It builds your credibility.