Negotiating In the Real World Getting the Deal You Want [Paperback]

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 Worldis an invaluable and practical guide for both novice and experienced negotiators.
Contents

PART ONE

The Basics of Negotiating

Introduction

Chapter 1 Evaluating Yourself as a Negotiator

Chapter 2 Assessing Your Adversary

Chapter 3 The Stakeholders in the Negotiations

Chapter 4 The Context of the Talks

PART TWO

Special Topics on Negotiating

Chapter 5 Preparing for Major Negotiations

Chapter 6 Women and Negotiations

Chapter 7 Three's a Crowd

Chapter 8 Negotiations That Failed -- and Why

Chapter 9 The Sanctity of the Contract

Index
Edward I. Koch Victor Gotbaum is one of the toughest negotiators I know, and one of the best. When Victor led New York City's largest municipal union, he set the standards for integrity and leadership.Negotiating in the Real Worldwill teach you how to do just that -- and how to walk away from the bargaining table a winner.