The Art of Negotiating: Psychological Strategies for Gaining Advantageous Bargains

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Barnes & Noble Publishing, 1995 - Negotiation - 195 pages
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From real estate to romance, politics to promotions, everything is negotiable. Negotiation expert Gerard I. Nierenberg will teach you how to become a successful negotiator through a series of simple and proven techniques that will help you to: * Buy everything at the lowest price * Position yourself for success * Resolve conflicts * Win raises * Better understand non-verbal communication * Deal more effectively in all aspects of business and life. * And much more.
 

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This book will change the way you think about negotiation and communication. It provides many tips and tricks on how to approach negotiation and to achieve the outcome you want. Plenty of examples that use various strategies so you can really understand the different techniques. Very easy to read and understand. Highly recommended! 

Contents

ON NEGOTIATING
1
THE COOPERATIVE PROCESS
19
PEOPLE
31
PREPARING FOR NEGOTIATION
45
HIDDEN ASSUMPTIONS
61
WHAT MOTIVATES US?
73
THE NEED THEORY OF NEGOTIATION
79
HOW TO RECOGNIZE NEEDS
89
NEGOTIATING TECHNIQUES
107
LIFE ILLUSTRATIONS
129
SUCCESS
185
INDEX
187
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Page iv - So let us begin anew, remembering on both sides that civility is not a sign of weakness, and sincerity is always subject to proof. Let us never negotiate out of fear, but let us never fear to negotiate.

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