Smart negotiating : how to make good deals in the real world / James C. Freund.
Publisher's description: Author shares his expertise and experience, covering basic negotiating skills - how to use leverage, how to get information from the other side, how to build credibility, and the importance of good judgment - and then showing exactly how to design a winning game plan: d...
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| Format: | Book |
| Language: | English |
| Published: |
New York :
Simon & Schuster,
2006.
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| Edition: | Simon & Schuster Paperbacks edition. |
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Table of Contents:
- THE BASIC NEGOTIATING SKILLS: A preview of the basic skills
- Leverage : the ability to cope with (and exploit) an unlevel playing field
- Information : the ability to ferret out (and protect) vital facts
- Credibility : the ability to be believable yourself and to spot the other side's bluff
- Judgment : the ability to strike the right balance between vying and compromise
- THE NEGOTIATOR'S GAME PLAN: An overview of the game plan approach
- Assessing your realistic expectations
- Determining the appropriate starting point
- Devising a constructive concession pattern
- Arranging the ultimate compromise
- USING AGENTS, RESOLVING DISPUTES, AND OTHER REAL-WORLD CONCERNS: Bargaining through, with, and between agents
- Resolving disputes
- Tough tactics, going to contract, and more
- Postcript
- The smart negotiator's checklist
- Afterword.