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Smart Negotiating: How to Make Good Deals in the Real World Paperback – June 8, 1993

4.8 out of 5 stars 9 customer reviews

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Editorial Reviews

Review

Martin Lipton, Partner, Wachtell, Lipton, Rosen & Katz Jim Freund is a grand-master negotiator must reading.

Working Woman Well-organized for anyone who finds the bargaining process stressful Offers advice that works in any business situation.

About the Author

A prominent negotiator in many of the major corporate takeover battles of the 1980s -- from TWA to Federated Department Stores -- James C. Freund is a senior partner at the eminent New York law firm of Skadden, Arps, Slate, Meagher & Flom, as well as an adjunct professor at Fordham Law School, where he teaches a course in negotiating. He lives in New York City.
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Product Details

  • Paperback: 256 pages
  • Publisher: Simon & Schuster; Reprint edition (June 8, 1993)
  • Language: English
  • ISBN-10: 0671869213
  • ISBN-13: 978-0671869212
  • Product Dimensions: 5.5 x 0.6 x 8.4 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #511,097 in Books (See Top 100 in Books)

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Top Customer Reviews

By A Customer on May 18, 1998
Format: Paperback
Reading negotiation books is a bit of a hobby for me. This book is the best that I've read; an ethical yet strong methodology for getting a deal done. Works strong in practice and very professional. On the required reading list at MBA programs.
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Format: Paperback
Freund was able to conceptualize and partly lift the veil above one of the most vague terms - negotiation. Freund facilitated a better understanding of the what, when and how of negotiation. Structured discussion and a sprinkle of good examples bring a concise, intriguing and inspiring message. Though, a bit toward the end, the book lingers in reaching the climax, leaving the reader somewhat confused.
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Format: Paperback Verified Purchase
As a lawyer and former mergers and acquisitions executive for a large conglomerate, I really appreciate this book. I first met the author a number of years ago in a PLI seminar in New York. He was terrific. He is a fantastic negotiator himself, and was (until retirement) a partner in the New York legal powerhouse, Skadden Arps Meagher and Flom.

Over the years I have bought a number of his books on lawyering, merger deals, and other topics. This book is like most of his in that it is clear, artfully written, "non-fluffy," and extremely useable. Unlike many books on negotiating which seem almost theoretical, this one explores a great number of down-to-earth proven techniques, some of which are a bit surprising. They are not just "lawyer tricks" and can be understood and used by anyone.

If you are a negotiator in any area, and of course you are -- since you are alive, you should read, digest, and keep this book handy.
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Format: Paperback
I realized after many years in the business world that improving my negotiating skills would greatly benefit me. I bought Negotiating for Dummies and I really didn't like it very much. I then bought Smart Negotiating and realized very quickly that I found a gem! I know I found a good book when I have a hard time putting it down and I have a desire to re-read a chapter to make sure I got everything out of it that I could. I found the concepts easy to understand probably because of the use of very good examples and scenarios. The material is organized in a manner that I found to be logical and though provoking. I was applying the ideas almost immediately at work and in my personal life. I never realized how many missed opportunities I've had in my lifetime to use smart negotiating skills to get the most out of particular situations, whether it was selling my used car or getting the best price I can from the design company that built my business website.

This is a must read for anyone serious about improving their negotiating skills.
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Format: Hardcover Verified Purchase
Basically derived from Freund's earlier tome on M&A, it distills negotiation advice into a slimmer volume, promoting the realist view: (1) negotiation of some sort is almost always part of the ritual, no matter how banal it may seem, so be prepared, and (2) sharp practice and theatrical bullying and posturing are likely to be of limited value outside the bush league, so...be prepared.
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