Negotiating in the Real World by Victor Gotbaum
Getting the Deal You Want

No critic rating

Waiting for minimum critic reviews

Synopsis

"Negotiating is a face-to-face human drama that can be as genteel as croquet or as brutal as a prizefight," observes Victor Gotbaum. He should know -- no one has mastered this drama better than Gotbaum himself, who for more than twenty years headed the largest municipal employees' union in the country, earning a reputation as a tough, skilled negotiator who gets results. In Negotiating in the Real World, he draws on his experience to show how readers can also get results by sharpening their negotiating skills in every situation -- from getting a raise to buying a house or getting a divorce.
All of us negotiate every day, sometimes in ways we don't even think of as negotiating. Resolving a problem with a coworker, discussing your child's allowance, or reaching agreement with your spouse on how much television your children should be watching are all examples of negotiations. And all negotiations, large and small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum explains what those principles are: evaluating your own negotiating ability; measuring the ability and interests of your adversary; understanding the interests of those you represent; and being aware of how outside factors influence your negotiations.
In Negotiating in the Real World, Gotbaum cites examples of how awareness or ignorance of these principles determined the outcome of a negotiation. Drawing on decades of expertise, he discusses how to keep the momentum going in negotiations, how to recognize when emotion becomes a stumbling block, and when to bring in a third party (using the 1994 Major League Baseball strike as one example). He explains the different types of mediators and arbitrators, and why you should avoid some of them except as an absolute last resort.
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 on how to walk away from the bargaining table a winner.
 

About Victor Gotbaum

See more books from this Author
Victor Gotbaum is the director of the National Center for CoVictor Gotbaum is the director of the National Center for Collective Bargaining at Baruch College, and was the founder allective Bargaining at Baruch College, and was the founder and former director of the Center for Labor-Management Policynd former director of the Center for Labor-Management Policy Studies at the City University of New York. For more than t Studies at the City University of New York. For more than twenty years, he was the executive director of District Councwenty years, he was the executive director of District Council 37, AFSCME, AFL-CIO, the largest urban union in the Uniteil 37, AFSCME, AFL-CIO, the largest urban union in the United States. He continues to work as a consultant in labor-manad States. He continues to work as a consultant in labor-management relations, and has served on the boards of various orgement relations, and has served on the boards of various organizations including the New York State Council on Economicganizations including the New York State Council on Economic Education and the Council on Foreign Relations. He lives in Education and the Council on Foreign Relations. He lives in New York City. New York City.
 
Published August 10, 1999 by Simon & Schuster. 192 pages
Genres: Business & Economics. Non-fiction

Rate this book!

Add Review
×