Overview

Many books on negotiating explain how to negotiate face-to-face, across a table - yet, this is only the middle portion of the negotiation. Game, Set, Match: Winning the Negotiations Game is an insightful, pragmatic guide to the entire negotiation process, from beginning to end. It guides you chronologically from the all-important initial planning stages through opening negotiations, middle- and end-game, and follow-up. Along the way, it includes helpful discussions of legal and ethical questions, data collection, costing, resources, achieving a win-win outcome, and team bargaining. Filled with examples and clearly identified tips, tricks, and traps garnered from the author's years of negotiation experience, it is a uniquely helpful guide to getting what you want out of a negotiation, whether in a professional or personal setting.

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9780970597021

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Henry S Kramer

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