Description
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
Publisher: Simon & Schuster
Published: 06/08/1993
Pages: 256
Binding Type: Paperback
Weight: 0.54lbs
Size: 8.38h x 5.56w x 0.63d
ISBN13: 9780671869212
ISBN10: 0671869213
BISAC Categories:
- Business & Economics | Negotiating
- Business & Economics | Business Law
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
Publisher: Simon & Schuster
Published: 06/08/1993
Pages: 256
Binding Type: Paperback
Weight: 0.54lbs
Size: 8.38h x 5.56w x 0.63d
ISBN13: 9780671869212
ISBN10: 0671869213
BISAC Categories:
- Business & Economics | Negotiating
- Business & Economics | Business Law
About the Author
A prominent negotiator in many of the major corporate takeover battles of the 1980s -- from TWA to Federated Department Stores -- James C. Freund is a senior partner at the eminent New York law firm of Skadden, Arps, Slate, Meagher & Flom, as well as an adjunct professor at Fordham Law School, where he teaches a course in negotiating. He lives in New York City.