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Smart Negotiating: How to Make Good Deals in the Real World Paperback – June 8, 1993
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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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Top Customer Reviews
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.
This is a must read for anyone serious about improving their negotiating skills.
I've read Freund's book over a decade ago and the fact that the book is ever since on my bookshelf proves how I regard this book: a practical - useful guide.
The way Freund discusses the use of power in negotiation (using the 1/2 money note story) is one of the best I've read about the subject.
I agree with other reviews that the last 70 pages are not as coherent and the book would have been better without them.