Successful negotiation requires a thorough analysis of the respective situation, intelligent self-regulation, and a nuanced perception of interpersonal dynamics. A cooperative style and a fair attitude provide the foundation for effective persuasion processes. This volume offers a clear and well-founded introduction to the practice of goal-oriented negotiation and cooperative persuasion, presenting numerous approaches for a winning presence in negotiation and persuasion situations. This book helps the reader to utilize relevant theories and findings for negotiation and persuasion discussions, both for personal application and for human resources work. It explains models for describing and analyzing negotiations and explores ways to analyze context, processes, competencies, and the individual impact of behavior.