Negotiating in the Real World

Getting the Deal You Want

By: Victor Gotbaum

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Paperback | 23 May 2000

At a Glance

Paperback
192 Pages

Dimensions(cm)
22.05 x 14.02 x 1.19

Paperback

$37.90

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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 World is an invaluable and practical guide for both novice and experienced negotiators.

Industry Reviews

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.

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You Can Find This Book In

Non-Fiction Business & Management Management & Management Techniques Business Negotiation

The Basics of Negotiating
Introduction	p. 13
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
Index	p. 179
Table of Contents provided by Syndetics. All Rights Reserved.

Negotiating in the Real World

Getting the Deal You Want

At a Glance

Paperback

Industry Reviews

Shipping

How to return your order

Defective items

You Can Find This Book In

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