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Give & Take:
This revised manual on negotiating strategies and tactics reflects the changes in business over the last two decades. It is designed to help people to reach their objectives in business or personal transactions. The techniques described apply to any situation that calls for bargaining - from negotiating business deals to making major purchases, even to personal relationships. The book teaches readers how to handle themselves on the telephone, how to zero in on what a buyer or seller wants, how to break a deadlock, how to handle objections and how to ask the right questions. It shows how to be prepared for negotiations by learning how to set realistic targets, how to use time in their favour, and how to cope with emotional outbursts and personal attacks. Chester Karrass is the author of "The Negotiating Game". [via]