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The Intelligent Negotiator (Hardcover)

by Charles B. Craver (Author)

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Product details

Hardcover: 304 pages
Publisher: Random House USA Inc; 1st edition (25 April 2003)
Language English
ISBN-10: 0761537252
ISBN-13: 978-0761537250
Product Dimensions: 22 x 15.1 x 2.6 cm
Average Customer Review: No customer reviews yet. Be the first.
Amazon.co.uk Sales Rank: 1,594,239 in Books (See Bestsellers in Books)

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Product Description

Synopsis
The Intelligent Negotiator is the practical guide for every manager, executive, sales professional or employee seeking to understand and master the skills of effective negotiation. Author and expert arbiter Charles Craver goes beyond the basic principles covered by most other books and gets down to the nitty-gritty steps of the process, including what kind of clothes to wear, where to sit, and how to break the ice. Readers will discover, step-by-step, how to: Identify the different types of negotiating styles, when to use each one and how to counter them; Close the deal properly to avoid last-minute demands; Master the mental game and avoid psychological entrapment; Packed with interactive exercises, insightful anecdotes from the author's own career, and invaluable lessons on building a personal negotiating style, this book is the reasonable person's guide to bargaining and deal making.

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