Negotiating In the Real World: Getting the Deal You Want

SHARPEN YOUR NEGOTIATING SKILLS FOR EVERY SITUATION AND GET THE RESULTS YOU WANT.

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.

Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned, "Negotiating in the Real World" is an invaluable and practical guide for both novice and experienced negotiators.