Publisher Description
DEAL YOURSELF A WINNING HAND!
Whether you’re closing a multi-million dollar acquisition or the purchase of a new family home, securing a raise from a tough minded boss or reaching an agreement with a partner, the pitfalls of negotiating are the same. Now the brilliant strategist behind some of the business world’s toughest negotiations tells you how to avoid these pitfalls and achieve your goals — without being a bully or a wimp.
Attorney James C. Freund forged hard-won victories in many of the major corporate takeover battles of the 1980s — from TWA to Federated Department Stores. In Smart Negotiating, he offers a “game-plan” approach that will help you strike a balance between striving for advantage and compromising too quickly. You will learn how to:
* Determine in advance your realistic expectations on key bargaining issues
* Deal with bluffs and other gambits
* Motivate the other side
* Use leverage and information to your advantage
* Formulate the terms of the ultimate compromise
A fresh, straight forward audio program that brings you right into simulated negotiations with vivid real-world examples, Smart Negotiating will help you succeed at closing a deal.
Download and start listening now!
“I’ve sat on both sides of the table with Jim Freund, who’s a crackerjack negotiator and lawyer. Jim also happens to be an excellent teacher and writer, and Smart Negotiating captures the essence of his dynamic technique, with the reader actively participating in the simulated negotiations. Freund’s practical approach provides both a guided tour through the subject for less experienced negotiators, and a number of valuable pointers that even experienced hands like me can profit from. Business negotiations will be more productive once the participants grasp the essential skills highlighted in Smart Negotiating and learn to utilize Freund’s ‘game-plan’ approach.”
—
Willard J. Overlock, Jr., partner, Goldman, Sachs & Co.
