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Negotiating in the Real World - Gotbaum

Negotiating in the Real World

By: Gotbaum


Published: 23rd May 2000
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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 World" is an invaluable and practical guide for both novice and experienced negotiators.

Edward I. Koch Victor Gotbaum is one of the toughest negotiators I know, and one of the best. When Victor led New York City's largest municipal union, he set the standards for integrity and leadership. Negotiating in the Real World will teach you how to do just that -- and how to walk away from the bargaining table a winner.

The Basics of Negotiating
Introductionp. 13
Evaluating Yourself as a Negotiatorp. 23
Assessing Your Adversaryp. 47
The Stakeholders in the Negotiationsp. 70
The Context of the Talksp. 87
Special Topics on Negotiating
Preparing for Major Negotiationsp. 105
Women and Negotiationsp. 124
Three's a Crowdp. 138
Negotiations That Failed--and Whyp. 158
The Sanctity of the Contractp. 170
Indexp. 179
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9780684865553
ISBN-10: 0684865556
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 192
Published: 23rd May 2000
Publisher: Simon & Schuster
Country of Publication: US
Dimensions (cm): 21.6 x 14.0  x 1.1
Weight (kg): 0.26