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Dealbreakers and Breakthroughs

Ten Most Common and Costly Negotiation Mistakes and How to Overcome Them

By (author) John Ilich
Format: Hardback
Publisher: John Wiley and Sons Ltd, New York, United States
Imprint: John Wiley & Sons Inc
Published: 2nd Apr 1992
Dimensions: w 158mm h 235mm d 22mm
Weight: 454g
ISBN-10: 0471530417
ISBN-13: 9780471530411
Barcode No: 9780471530411
Synopsis
This guide explains how to prepare, enter and conduct business negotiations with the proper mental attitude, how to turn weaknesses into strengths and how to capitalize on your opponent's mistakes. The text describes how to avoid the most common negotiating mistakes. Topics include determining who possesses final negotiating authority, negotiating power, equalizing negotiations, maintaining a negotiating base, making offers and counter-offers; controlling the negotiating, setting deadlines and how to close a deal.

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