000			01849nam a2200205Ia 4500
003			NULRC
005			20250520100548.0
008			250520s9999 xx 000 0 und d
020			_a671869213
040			_cNULRC
050			_aHD 58.6 .F74 1992
100			_aFreund, James C. _eauthor
245		0	_aSmart negotiating : _bhow to make good deals in the real world / _cJames C. Freund
260			_aNew York : _bSimon & Schuster, _cc1992
300			_a256 pages ; _c22 cm
505			_aPreview 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
520			_a"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."
650			_aNEGOTIATIONS
942			_2lcc _cBK
999			_c7986 _d7986