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Negotiating in the Real World: Getting the Deal You Want (Paperback) (ISBN-13: 9780684865553)
Vendor:
Victor Gotbaum
Product type:
Books
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Description
xSHARPEN 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.
Author: Victor Gotbaum
ISBN-10: 0684865556
ISBN-13: 9780684865553
Publisher: Touchstone Books
Language: English
Published: 05/23/2000
Pages: 192
Format: Paperback
Weight: 0.57lbs
Size: 8.68h x 5.52w x 0.47d
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.
Author: Victor Gotbaum
ISBN-10: 0684865556
ISBN-13: 9780684865553
Publisher: Touchstone Books
Language: English
Published: 05/23/2000
Pages: 192
Format: Paperback
Weight: 0.57lbs
Size: 8.68h x 5.52w x 0.47d
By Victor Gotbaum
xVictor Gotbaum is the director of the National Center for Collective Bargaining at Baruch College and the founder and former director of the Center for Labor-Management Policy Studies at the City University of New York. For more than twenty years, he was the executive director of District Council 37, AFSCME, AFLCIO, the largest urban union in the United States. He continues to work as a consultant in labor-management relations. He lives in New York City.
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