Smart Negotiating: How to Make Good Deals in the Real World [Paperback]

James C. Freund (Author)

Book Description

Publication Date: June 8, 1993

If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in everyday business, Smart Negotiating shows you how to avoid the pitfalls and achieve your goals.

James C. Freund is a skilled, seasoned lawyer who negotiates for a living, and the techniques he presents in Smart Negotiating have been proven effective in real-world bargaining situations.

Freund emphasizes basic negotiating skills -- how to use leverage, how to get the information you need from the other side, how to build your own credibility, and the importance of good judgment. He then shows you how to design a winning game plan: how to develop realistic expectations on key issues, choose the right starting position, plan your concessions in advance, and anticipate the final agreement.

Fresh, clever, practical -- and packed with vivid real-world examples -- Smart Negotiating will help anyone succeed at negotiating a deal.

Editorial Reviews

Review

Martin Lipton Partner, Wachtell, Lipton, Rosen & Kat Jim Freund is a grand master negotiator. In his new book he tells all -- about big deals, small deals, dealing with the boss for a raise -- everything that will help you benefit from the master's coaching.

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 (June 8, 1993)
• Language: English
• ISBN-10: 0671869213
• ISBN-13: 978-0671869212
• Product Dimensions: 8.4 x 5.6 x 0.6 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #128,634 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

11 of 11 people found the following review helpful:

5.0 out of 5 stars True to life, May 18, 1998

By A Customer

This review is from: Smart Negotiating: How to Make Good Deals in the Real World (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.

6 of 6 people found the following review helpful:

4.0 out of 5 stars Concise, intriguing, facilitating, a little bit tedious, December 8, 1999

By 

Asaf Shani - See all my reviews

This review is from: Smart Negotiating: How to Make Good Deals in the Real World (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.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Must read..., March 23, 2008

By 

E. Pasos "Leader Reader" (SF Bay Area) - See all my reviews
(REAL NAME)   

This review is from: Smart Negotiating: How to Make Good Deals in the Real World (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.