Nancy Henley

Facing Down the Man is a brief pamphlet written in the 1970s explaining basic negotiating techniques to the inexperienced and powerless. The original audience was female students confronting the male academic power structure. It remains useful as a basic guide for those suddenly finding themselves negotiating with the powerful.
Henley offers twenty-five simple rules. All of these may not always apply to your situation, but they are a very good starting point for preparing an individual or group to negotiate.
Henley went on to a distinguished career as an academic psychologist. She also wrote several popular works.… (plus d'informations)