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Diane Publishing Books
Negotiating in the Real World: Getting the Deal You Want
Victor Gotbaum. Gotbaum headed the largest municipal employees’ union in the country for more than 20 years, earning a reputation as a tough, skilled negotiator who gets results. Here he shows how you can also get results by sharpening your negotiating skills in every situation -- from getting a raise to buying a house or getting a divorce. In clear & candid terms, he explains the principles that all negotiations follow, whether large or small, business or personal: evaluating your own negotiating ability; measuring the ability & interests of your adversary; understanding the interests of those you represent; & being aware of how outside factors influence your negotiations. Numerous anecdotes & examples from real-life situations. Written in a frank, hard-hitting style.
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