Negotiating In the Real World: Getting the Deal You Want Review

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Negotiating In the Real World: Getting the Deal You Want ReviewVictor Gotbaum relates his personal experiences as a negotiator for New York City's District Council 37 union to demonstrate how negotiating strategies are developed on the fly according to each unique situation. Gotbaum dismisses books that offer a single, set-in-stone formula for handling negotiations. Every negotiation is different and requires an understanding of its precise situation. This book shows negotiators how to prepare by examining specific factors that are critical to every negotiation. Gotbaum illustrates his points with personal examples, sometimes to the degree that portions of the book read like a listing of his victories rather than as advice. Novice negotiators will find valuable assistance in this book, but it is better suited for negotiators with more experience. We [...] recommend this book to intermediate and expert negotiators who know the relevance of Gotbaum's anecdotes and may appreciate his counsel even more.
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