Smart Negotiating (Paperback) (ISBN-13: 9780671869212)

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.

Author: James C. Freund
ISBN-10: 0671869213
ISBN-13: 9780671869212
Publisher: Simon & Schuster
Language: English
Published: 06/08/1993
Pages: 258
Format: Paperback
Weight: 0.54lbs
Size: 8.38h x 5.56w x 0.63d