This book, written by a venture capitalist with experience structuring deals for entrepreneurial firms and Wall Street takeovers, shows what skills are needed for successful deal making. It describes how to develop a negotiating strategy explaining the behavioral and psychological dimensions of deal making. Each chapter ends with 4 - 6 'how-to' points for easy application - eg in Chapter 31, 'Tirades', Kuhn shows what to do when the other side begins a tirade and how to throw your own tirades. Kuhn shows how negotiating skills can be used in all walks of organizational life, such as finance, selling and marketing, purchasing, coalition building, etc.

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Dealmaker, All the Negotiating Skills & Secrets You Need

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