The content is organized into seven sections.
The first two sections provide an excellent 24-page introduction to the fundamentals of business negotiation.
The third section introduces a seven-stage model to help one prepare for the negotiating meeting. The model is sound, but might have been presented more effectively if the reader were "walked through" each stage using a single example of a common negotiation (e.g., preparing to buy a new car). This is the main reason I did not give the book five stars.
The fourth and fifth sections deal with methods for handling the negotiating process itself. Both sections offer a number of helpful communication reminders.
The sixth section spans 40 pages and describes dozens of negotiating "ploys," verbal and nonverbal signals, and other behavioral responses. For each "ploy," the author explains what the other party might say and do during a negotiation, presents the probable motive behind the ploy, and outlines the action you should take if you encounter the situation. Concise, but very useful.
The seventh section summarizes the book's major bullet points into "checklists."
This book is given to managers who attend the Negotiating Skills segment of my leadership development seminars. For that audience, it is best learning aid and reference I have found for less than $10.
Final note: Though the author's bio gives an address in the UK, the communication techniques and behavioral responses presented are completely relevant to the slightly more "competitive" or "direct" styles of interaction that may take place in an American business setting.