Smart Negotiating: How to Make Good Deals in the Real World

If you’ve ever tried to make a deal, reach an agreement, close a sale, or negotiate in everyday business, Smart Negotiating shows you how to avoid the pitfalls and achieve your goals.

James C. Freund is a skilled, seasoned lawyer who negotiates for a living, and the techniques he presents in Smart Negotiating have been proven effective in real-world bargaining situations.

Freund emphasizes basic negotiating skills — how to use leverage, how to get the information you need from the other side, how to build your own credibility, and the importance of good judgment. He then shows you how to design a winning game plan: how to develop realistic expectations on key issues, choose the right starting position, plan your concessions in advance, and anticipate the final agreement.

Fresh, clever, practical — and packed with vivid real-world examples — Smart Negotiating will help anyone succeed at negotiating a deal.

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2 Responses to “Smart Negotiating: How to Make Good Deals in the Real World”

  • E. Pasos "Leader Reader" says:
    6 of 6 people found the following review helpful
    4.0 out of 5 stars
    Concise, intriguing, facilitating, a little bit tedious, December 8, 1999
    By 

    This review is from: Smart Negotiating: How to Make Good Deals in the Real World (Paperback)

    Freund was able to conceptualize and partly lift the veil above one of the most vague terms – negotiation. Freund facilitated a better understanding of the what, when and how of negotiation. Structured discussion and a sprinkle of good examples bring a concise, intriguing and inspiring message. Though, a bit toward the end, the book lingers in reaching the climax, leaving the reader somewhat confused.

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  • Asaf Shani says:
    11 of 11 people found the following review helpful
    5.0 out of 5 stars
    True to life, May 18, 1998
    By A Customer
    This review is from: Smart Negotiating: How to Make Good Deals in the Real World (Paperback)

    Reading negotiation books is a bit of a hobby for me. This book is the best that I’ve read; an ethical yet strong methodology for getting a deal done. Works strong in practice and very professional. On the required reading list at MBA programs.

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