Making the Deal: Quick Tips for Successful Negotiating [Paperback]

George M. Hartman (Author)

Book Description

Publication Date: April 1992

A concise guide to the techniques and tactics of professional negotiators… Making the Deal

• What can you do to calm prenegotiation jitters? (See chapter 3.)
• How do you take immediate charge of a negotiating session? (See chapter 4.)
• How do you respond when your opponent throws you a left curve? (See chapter 10.)
• What can you do to break a negotiating deadlock? (See chapter 8.)
• When is the time ripe for closing? (See chapter 12.)

Making the Deal is an insider’s guide to negotiating like the pros. It’s full of tips and techniques — sometimes unorthodox, always creative — honed by the author during 30 years of professional negotiating. For anyone whose work involves negotiating, Making the Deal will prove an invaluable guide to doing it successfully in the big leagues.

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About the Author

GEORGE M. HARTMAN is President of Contract Advisor Company, a firm that trains contract personnel in negotiation techniques. He has over 30 years of experience in contract administration and subcontract procurement with Unisys, where he regularly negotiated subcontracts worth up to $250 million. He holds professional engineering and MBA degrees, has written numerous articles on negotiating, and is the author of How to Negotiate a Bigger Raise.

Product Details

• Paperback: 128 pages
• Publisher: Wiley; 1 edition (April 1992)
• Language: English
• ISBN-10: 0471543799
• ISBN-13: 978-0471543794
• Product Dimensions: 8.8 x 6 x 0.4 inches
• Shipping Weight: 6.4 ounces
• Amazon Best Sellers Rank: #4,286,526 in Books (See Top 100 in Books)

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