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9781537116945

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David Rosen has been described by his peers as one of the toughest negotiators in the United States. Rosen has negotiated deals involving major legal disputes involving the world's largest companies; represented individuals on the Forbes 400 list of the wealthiest Americans; and helped close commercial real estate deals in some of the most popular destinations in the country. He is often asked to consult on upcoming negotiations being handled by others, and to join negotiations already in progress where it appears an impasse is likely. Professional negotiators often quote Rosen's work and themselves use Rosen's tactics to help parties with seemingly intractable dispute resolve them. Rosen has devoted much of his career to analyzing the elements of dealmaking at every level, from billion-dollar real estate ventures to the purchase of consumer items, on down to neighborhood garage sales. What motivates sellers to sell? Buyers to buy? What creates leave of mind and what creates anxiety? What tactics compelled an adversary to make the deal Rosen demanded? Rosen dissected and reverse-engineered thousands of deals in which he was involved. He wanted to know what psychological theories were pertinent to the motivations of both buyers and sellers, and how they could be ethically implemented as part of an intentional, powerfully-effective negotiating style. Rosen has urged colleagues, clients and followers of his techniques to make the development of superior negotiating skills a career priority. In deal after deal Rosen outwitted and out-negotiated his adversaries, in situations where others told him there was no way he could make a deal happen. What Rosen learned was that through the methodical use of the methods in this masterwork, he could achieve all his goals in nearly every deal he set out to negotiate. He believes any dealmaker, from the neighbor selling a used bicycle or lawnmower to Wall Street titans, can use these tactics to achieve outcomes others could only dream of.

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