Smart Negotiating

by James C. Freund

DEAL YOURSELF A WINNING HAND! Whether you're closing a multi-million dollar acquisition or the purchase of a new family home, securing a raise from a tough minded boss or reaching an agreement with a partner, the pitfalls of negotiating are the same. Now the brilliant strategist behind some of the business world's toughest negotiations tells you how to avoid these pitfalls and achieve your goals -- without being a bully or a wimp. Attorney James C. Freund forged hard-won victories in many of the major corporate takeover battles of the 1980s -- from TWA to Federated Department Stores. In Smart Negotiating, he offers a "game-plan" approach that will help you strike a balance between striving for advantage and compromising too quickly. You will learn how * Determine in advance your realistic expectations on key bargaining issues * Deal with bluffs and other gambits * Motivate the other side * Use leverage and information to your advantage * Formulate the terms of the ultimate compromise A fresh, straight forward audio program that brings you right into simulated negotiations with vivid real-world examples, Smart Negotiating will help you succeed at closing a deal.

Genres: Business

320 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