Smart Negotiating: How to Make Good Deals in the Real World

by James C. Freund

If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in everyday business, Smart Negotiating shows you how to avoid the pitfalls and achieve your goals.
James C. Freund is a skilled, seasoned lawyer who negotiates for a living, and the techniques he presents in Smart Negotiating have been proven effective in real-world bargaining situations.
Freund emphasizes basic negotiating skills -- how to use leverage, how to get the information you need from the other side, how to build your own credibility, and the importance of good judgment. He then shows you how to design a winning game plan: how to develop realistic expectations on key issues, choose the right starting position, plan your concessions in advance, and anticipate the final agreement.
Fresh, clever, practical -- and packed with vivid real-world examples -- Smart Negotiating will help anyone succeed at negotiating a deal.

Genres: Business

256 pages, Paperback

First published August 11, 1992

Reviews

[Anna Senina · Rating 5 out of 5]

Отличная книга о переговорах для тех, кто любит структуру, научный подход и любит планировать.
Данная книга не для тех, кто торгуется как Бог, находит правильные слова в нужной ситуации и вообще следует "Давайте ввяжемся в драку, а там посмотрим" - и справляется с ним.
Но если вам надо запланировать ,а потом двигаться по плану - читайте.

[Claire Wilson · Rating 5 out of 5]

This is an excellent primer on negotiating - every deal lawyer should read this at the outset of their career.

[Friendlyguy011]

everybody shoudl read this one