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Negotiating In the Real World Getting the Deal You Want

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Negotiating In the Real World Getting the Deal You Want by Gotbaum, Victor, 9780684865553
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  • ISBN: 9780684865553 | 0684865556
  • Cover: Paperback
  • Copyright: 5/23/2000
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SHARPEN YOUR NEGOTIATING SKILLS FOR EVERY SITUATION AND GET THE RESULTS YOU WANT.All of us negotiate every day -- whether it's resolving a problem with a coworker, discussing your child's allowance, getting a raise, or buying a house. And all negotiations, large or small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum -- a master negotiator with more than twenty years experience as the head of the largest municipal employees' union in the country -- outlines these principles: evaluate your own negotiating ability; measure the ability and interests of your adversary; understand the interests of those you represent; and be aware of how outside factors influence your negotiations.Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned,Negotiating in the Real Worldis an invaluable and practical guide for both novice and experienced negotiators.


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