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 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|
|Evaluating Yourself as a Negotiator||p. 23|
|Assessing Your Adversary||p. 47|
|The Stakeholders in the Negotiations||p. 70|
|The Context of the Talks||p. 87|
|Special Topics on Negotiating|
|Preparing for Major Negotiations||p. 105|
|Women and Negotiations||p. 124|
|Three's a Crowd||p. 138|
|Negotiations That Failed--and Why||p. 158|
|The Sanctity of the Contract||p. 170|
|Table of Contents provided by Syndetics. All Rights Reserved.|
Number Of Pages: 192
Published: 23rd May 2000
Publisher: Simon & Schuster
Dimensions (cm): 21.6 x 14.0 x 1.1
Weight (kg): 0.25