Smart Negotiating How to Make Good Deals in the Real World

ISBN-10: 0671869213
ISBN-13: 9780671869212
Edition: 1993 (Reprint)
Authors: James C. Freund
List price: $15.00 Buy it from $1.99
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Description: If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in everyday business,Smart Negotiatingshows you how to avoid the pitfalls and achieve your goals. James C. Freund is a skilled, seasoned lawyer who negotiates for a  More...

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Book details

List price: $15.00
Copyright year: 1993
Publisher: Simon & Schuster
Publication date: 6/8/1993
Binding: Paperback
Pages: 256
Size: 5.50" wide x 8.25" long x 0.75" tall
Weight: 0.638
Language: English

If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in everyday business,Smart Negotiatingshows 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 inSmart Negotiatinghave 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 Negotiatingwill help anyone succeed at negotiating a deal.

By Way Of Introduction
Building up from the Basics
The Case of the Torn Twenty
What's Your Style?
An Inventory of Strengths and Weaknesses
The Location of the Loot
Positioning Yourself for Compromise
Expanding the Pie
The Basic Skills and the Game Plan Approach
The Goal of Mutual Satisfaction
Competitive vs. Cooperative Bargaining
The Composite Approach to Negotiating
A Personal Viewpoint
The Basic Negotiating Skills
A Preview of the Basic Skills
The Case of the Overreaching Subtenant
Analyzing the Leverage
The Role Information Plays
Striving for Credibility
Judgment and the Principle of Balance
The LT Saga
Leverage -- The Ability to Cope with (And Exploit) an Unlevel Playing Field
The Case of Harry's Dwindling Navy
Necessity, Desire, Competition, and Time
Don't Ignore Apparent Leverage
When the Balance Tips Your Way
When You're at a Clear Disadvantage
When the Leverage Factors Conflict
When You're Running a Quasi-Auction
Leverage Wrap-up
Information -- The Ability to Ferret out (And Protect) Vital Facts
The Case of the Valued Employee
What Information Are You Seeking?
Prying the Information Loose
Comparing Direct and Indirect Probes
Protecting Sensitive Information
Need Funds, Lack Bidders
Lying -- The Clear "No-No"
Posing the Ethical Issue
Blocking Techniques
The Need to Debrief
Information Wrap-up
Credibility -- The Ability to be Believable Yourself and to Spot the Other Side's Bluff
Transmitting and Receiving Positive Information
The Credibility of "Final" Positions
The Pizza Consultation
When You're for Real
Sending Blue-Chip and Bargaining-Chip Messages
When You're Bluffing
Dealing with What Might Be a Bluff
Credibility Wrap-up
Judgment -- The Ability to Strike the Right Balance Between Vying and Compromise
The Principle of Balance
Perseverance and Its Progeny
The Need for Perspective
The Case of the Kitchen Range
Forging a Balanced Approach
The Elements of Style
The Hairy-Chested School of Negotiating
Judgment Wrap-up
The Negotiator's Game Plan
An Overview of the Game Plan Approach
Asking the Boss for a Raise
What Do You Want?
Where Do You Start?
When Do You Move?
How Do You Close?
Assessing Your Realistic Expectations
Why Expectations Are Important
The Periodic Need to Stretch
The Case of the Cautious Caterer
Evaluating Your Aspiration
The Role Played by Feasibility
Combating the Three Faces of Unreality
Factoring In the Leverage
From the Seller's Vantage Point
Reassessing Expectations as the Negotiations Develop
Expectations on Nonprice Issues
Expectations Wrap-up
Determining the Appropriate Starting Point
Starting Out in Sporting Goods
Who Goes First on Price?
Who Goes First on Nonprice Issues?
When to Raise the Issue
How Much Room to Give Yourself on PriceIs Using a Range Helpful?
Bargaining Room on Nonprice Issues
Buttressing Your Position with Rationale
Giving Your First Offer the Proper Emphasis
Reacting to the Other Side's Price Offer
Putting Your Response on the Table
Reacting and Responding on Nonprice Issues
Starting Point Wrap-up
Devising a Constructive Concession Pattern
The Emphasis Is on the Process
Substituting Momentum for Intransigence
Sending a Message
Good Sport Revisited
Reacting to a Counteroffer
The First Concession and Bidding Against Yourself
Managing the Concession Pattern
"Get Out of the Business -- and Stay Out"
The Anatomy of a Concession Pattern
The Use and Misuse of Deadlines
Concessions Wrap-up
Arranging the Ultimate Compromise
Warm Bodies: A Piece of the Action
Facing Up to "No Deal"
Should You Compromise or Hold Firm?
The Right Place for a Bluff
Putting in a Good Word for Compromises
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