Negotiation is a part of everyone's life, yet few people have been formally schooled in successful negotiating techniques. This guide teaches successful techniques for the entire negotiations process-from the initial planning stages, through opening negotiations, mid-game, end-game and follow-up-and gives advice and strategies for each step of the process. With information about data collection, achieving a win-win outcome, and discussions of legal and ethical issues, this book provides thorough preparation for negotiations in professional or personal settings.
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Henry S. Kramer, a labor and civil rights attorney, is a visiting professor of labor relations at Cornell University and the founder and managing director of the Human Resources Center. He is the author of Alternative Dispute Resolution in the Work Place. He lives in Ithaca, New York.Review:
"Game, Set, Match is a mus-read for anyone about to enter a negotiation. And that's all of us, whether negotiating for our business or in our personal lives." -- David Waks, President, System Dynamics, Inc.
"...unveils the techniques of a successful negotiator just as a seasoned magician would reveal the coveted secrets behind his illusions." -- David McCraigh, paralegal
"Game, Set, Match is a rich source of valuable information on the art of negotiating...It is a 'must read' for anyone involved in the process of negotiations." -- George E. Cerniglia, Director Human Resources, Cognis Corporation
"Game, Set, Match is both insightful and informative...I feel fortunate to have this book close at hand in my collection of business books." -- Kathleen Case Joyal, CFP, Vice President and Financial Consultant of Major Global Financial Services Company
"Game, Set, Match provides a realistic and practical step-by step approach to bargaining for the negotiator at all levels of experience." -- Edward A. Battisti, Brbitrator/Consultant
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Book Description ALM Media, LLC, 2001. Paperback. Book Condition: New. Never used!. Bookseller Inventory # P110970597029