A concise guide to the techniques and tactics of professional negotiators... Making the Deal What can you do to calm prenegotiation jitters? (See chapter 3.) How do you take immediate charge of a negotiating session? (See chapter 4.) How do you respond when your opponent throws you a left curve? (See chapter 10.) What can you do to break a negotiating deadlock? (See chapter 8.) When is the time ripe for closing? (See chapter 12.) Making the Deal is an insider's guide to negotiating like the pros. It's full of ...
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A concise guide to the techniques and tactics of professional negotiators... Making the Deal What can you do to calm prenegotiation jitters? (See chapter 3.) How do you take immediate charge of a negotiating session? (See chapter 4.) How do you respond when your opponent throws you a left curve? (See chapter 10.) What can you do to break a negotiating deadlock? (See chapter 8.) When is the time ripe for closing? (See chapter 12.) Making the Deal is an insider's guide to negotiating like the pros. It's full of tips and techniques -- sometimes unorthodox, always creative -- honed by the author during 30 years of professional negotiating. For anyone whose work involves negotiating, Making the Deal will prove an invaluable guide to doing it successfully in the big leagues.
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