Negotiating in the Real World: Getting the Deal You Want by Gotbaum (English) Pa

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Presents a thoughtful primer on the art of successful negotiation in every phase of one's personal and professional life, from formal collective bargaining agreements to purchasing a house to getting a divorce. Reprint.

FORMATPaperback LANGUAGEEnglish CONDITIONBrand New Publisher Description

SHARPEN YOUR NEGOTIATING SKILLS FOR EVERY SITUATION AND GET THE RESULTS YOU WANT. All of us negotiate every day -- whether it's resolving a problem with a coworker, discussing your child's allowance, getting a raise, or buying a house. And all negotiations, large or small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum -- a master negotiator with more than twenty years experience as the head of the largest municipal employees' union in the country -- outlines these principles: evaluate your own negotiating ability; measure the ability and interests of your adversary; understand the interests of those you represent; and be aware of how outside factors influence your negotiations. Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned, Negotiating in the Real World is an invaluable and practical guide for both novice and experienced negotiators.

Author Biography

Victor Gotbaum is the director of the National Center for Collective Bargaining at Baruch College and the founder and former director of the Center for Labor-Management Policy Studies at the City University of New York. For more than twenty years, he was the executive director of District Council 37, AFSCME, AFLCIO, the largest urban union in the United States. He continues to work as a consultant in labor-management relations. He lives in New York City.

Table of Contents

Contents PART ONE The Basics of Negotiating Introduction Chapter 1 Evaluating Yourself as a Negotiator Chapter 2 Assessing Your Adversary Chapter 3 The Stakeholders in the Negotiations Chapter 4 The Context of the Talks PART TWO Special Topics on Negotiating Chapter 5 Preparing for Major Negotiations Chapter 6 Women and Negotiations Chapter 7 Three's a Crowd Chapter 8 Negotiations That Failed -- and Why Chapter 9 The Sanctity of the Contract Index

Review

Edward I. Koch Victor Gotbaum is one of the toughest negotiators I know, and one of the best. When Victor led New York City's largest municipal union, he set the standards for integrity and leadership. Negotiating in the Real World will teach you how to do just that -- and how to walk away from the bargaining table a winner.

Long Description

SHARPEN YOUR NEGOTIATING SKILLS FOR EVERY SITUATION AND GET THE RESULTS YOU WANT.All of us negotiate every day -- whether it's resolving a problem with a coworker, discussing your child's allowance, getting a raise, or buying a house. And all negotiations, large or small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum -- a master negotiator with more than twenty years experience as the head of the largest municipal employees' union in the country -- outlines these principles: evaluate your own negotiating ability; measure the ability and interests of your adversary; understand the interests of those you represent; and be aware of how outside factors influence your negotiations.Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned,Negotiating in the Real Worldis an invaluable and practical guide for both novice and experienced negotiators.

Review Quote

Edward I. KochVictor Gotbaum is one of the toughest negotiators I know, and one of the best. When Victor led New York City's largest municipal union, he set the standards for integrity and leadership.Negotiating in the Real Worldwill teach you how to do just that -- and how to walk away from the bargaining table a winner.

Details ISBN0684865556 Short Title NEGOTIATING IN THE REAL WORLD Language English ISBN-10 0684865556 ISBN-13 9780684865553 Media Book Format Paperback Year 2000 Place of Publication New York, NY Country of Publication United States Imprint Fireside Books Pages 192 Subtitle Getting the Deal You Want DOI 10.1604/9780684865553 NZ Release Date 2000-05-23 US Release Date 2000-05-23 UK Release Date 2000-05-23 Author Gotbaum Publisher Simon & Schuster Publication Date 2000-05-23 DEWEY 658.4052 Illustrations 1, black & white illustrations Audience Undergraduate AU Release Date 2000-06-14 We've got this

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