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Negotiating in the Real World: Getting the Deal You Want
Paperback
ISBN13: 9780684865553
Publisher: Touchstone Books
Published: May 23 2000
Pages: 192
Weight: 0.57
Height: 0.47 Width: 5.52 Depth: 8.68
Language: English
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.
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