BUSINESS
BOOKS
12:00 AM CST on
Saturday, January 28, 2006
By JIM PAWLAK /
Special Contributor to The Dallas Morning News
Done Deal
Michael Benoliel with Linda Cashdan (Platinum
Press, $19.95)
Negotiation applies the effective use of information to create
response. Information and its application are the keys to Done
Deal: Insights From Interviews With the World's Best Negotiators.
Ideas and insights: Make sure you know what you're negotiating
for. If you have incomplete information on your potential customer,
you'll say yes when you should have been saying whoa.
Be specific about your "must haves" and "like to haves."
And don't let egos overshadow issues. If they do, objectives go
out the window and someone has to win.
Build relationships by finding some common ground. Reaching
agreement on something small sets the stage for settling big issues
Jim Pawlak reviews business books for The Dallas Morning News.
E-mail bizbooks@hotmail.com
