Smart negotiating : how to make good deals in the real world /
James C. Freund
- New York : Simon & Schuster, c1992.
- 256 pages ; 22 cm
Preview of the basic skills -- Leverage : the ability to cope with (and exploit) an unlevel playing field -- Information : the ability to ferret out (and protect) vital facts -- Credibility : the ability to be believable yourself and to spot the other side's bluff -- Judgment : the ability to strike the right balance between vying and compromise -- Overview of the game plan approach -- Assessing your realistic expectations -- Determining the appropriate starting point -- Devising a constructive concession pattern -- Arranging the ultimate compromise -- Bargaining through, with, and between agents -- Resolving disputes -- Tough tactics, going to contract, and more -- Postcript -- Smart negotiator's checklist
"Author shares his expertise and experience, covering basic negotiating skills - how to use leverage, how to get information from the other side, how to build credibility, and the importance of good judgment - and then showing exactly how to design a winning game plan: develop realistic expectations, choose the right starting position, plan your concessions in advance, and anticipate the final agreement. If you ever need to make a business deal or resolve a commercial dispute - and chances are, you will - let the book be your guide to avoiding pitfalls and achieving your goals."