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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Audience for Practical Negotiating

Throughout this book, we explore three main areas of negotiating:

  1. Personal situations: Individual consumers with purchases large enough to warrant negotiation as the technology of exchange such as buying a car, house, or property.

  2. Organizational situations: Managers and employees who perform standard business functions such as creating a budget, making purchases for their company, negotiating for resources in the company, and so on.

  3. Customer situations: Selling products and services where a long-term relationship is appropriate.

Most readers encounter at least two of these three situations on a regular basis. When considering negotiation, regard it as a process, not a game. In most cases, the issues and relationship are too important to treat the negotiation as a lighthearted interpersonal romp. Working together, we can develop a better way to plan and execute negotiations and reach more win-win outcomes.

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