Smart Negotiating

How to Make Good Deals in the Real World

By: James C. Freund

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Paperback | 8 June 1993

At a Glance

Paperback
256 Pages

Dimensions(cm)
20.96 x 13.97 x 1.91

Paperback

$42.75

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If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in everyday business, Smart Negotiating shows you how to avoid the pitfalls and achieve your goals.
James C. Freund is a skilled, seasoned lawyer who negotiates for a living, and the techniques he presents in Smart Negotiating have been proven effective in real-world bargaining situations.
Freund emphasizes basic negotiating skills -- how to use leverage, how to get the information you need from the other side, how to build your own credibility, and the importance of good judgment. He then shows you how to design a winning game plan: how to develop realistic expectations on key issues, choose the right starting position, plan your concessions in advance, and anticipate the final agreement.
Fresh, clever, practical -- and packed with vivid real-world examples -- Smart Negotiating will help anyone succeed at negotiating a deal.

Industry Reviews

Martin Lipton, Partner, Wachtell, Lipton, Rosen & Katz Jim Freund is a grand-master negotiator must reading. Working Woman Well-organized for anyone who finds the bargaining process stressful Offers advice that works in any business situation.

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