Give and Take: Complete Guide to Negotiating Strategies and Tactics - Hardcover

Karass, Chester L.

Hardcover

ISBN 10: 0887306063 ISBN 13: 9780887306068

Publisher: Harper Business, 1993

Synopsis

Describes more than two hundred negotiating tactics and strategies, including how to handle objections, break a deadlock, use time, and determine the opponent's real goals

About this title

Synopsis

This revised manual on negotiating strategies and tactics reflects the changes in business over the last two decades. It is designed to help people to reach their objectives in business or personal transactions. The techniques described apply to any situation that calls for bargaining - from negotiating business deals to making major purchases, even to personal relationships. The book teaches readers how to handle themselves on the telephone, how to zero in on what a buyer or seller wants, how to break a deadlock, how to handle objections and how to ask the right questions. It shows how to be prepared for negotiations by learning how to set realistic targets, how to use time in their favour, and how to cope with emotional outbursts and personal attacks. Chester Karrass is the author of "The Negotiating Game".

About the Author

Dr. Chester L. Karrass is chairman of Karrass, the largest negotiating training organization in the world. He is the author of two other books, Give and Both Win Management.

Edition details

• Publisher: Harper Business
• Publication date: 1993
• Language: English
• ISBN 10: 0887306063
• ISBN 13: 9780887306068
• Binding: Hardcover
• Number of pages: 320