Negotiating the Big Sale

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Penguin Group (USA) Incorporated, 1993 - Negotiation in business. - 183 pages
With over 25 years of experience in his field, Nierenberg knows his way around the negotiating table. Now businesspeople can follow his methods--and learn how to negotiate the big sales of their careers. Nierenberg offers step-by-step techniques and a detailed checklist for people to evaluate their sales and negotiating skills--and then make them better.

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Contents

BECOMING A MASTER NEGOTIATOR
1
LOOKING AT THE WHOLE PICTURE
17
WHAT TO LOOK OUT FORPORTRAIT OF
31
Copyright

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About the author (1993)

Gerard I. Nierenberg, "a lawyer and founder of The Negotiation Institute, pioneered the idea of the everybody wins philosophy, which insures that all parties benefit from the negotiation.

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