When an employer sees on a resume that an applicant graduated at the top of his or her business school class, does that necessarily translate into guaranteed success behind the desk at the company? A business school background can't hurt, but most organizations know it is far from enough. With more individuals touting business school degrees on…

Negotiation skills training-- the whats, whys, and hows of helping others get what they want--is examined, along with how to use such skills to solve problems. The following areas are covered: positive negotiation; setting objectives, strategies, and tactics; asking, looking, and listening; and negotiation skills research findings. (CT)