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The Pocket Small Business Owner's Guide to Negotiating Paperback – Jun 1 2012


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About the Author

Richard Weisgrau, a professional photographer, operated one of Philadelphia’s largest commercial photography studios for over fifteen years. He then served as executive director of ASMP (American Society of Media Photographers). He has negotiated within a continuum from the small services contract to major industry agreements and political deals. He has taught the subject nationwide and has published numerous books on the business side of photography, including The Real Business of Photography, The Photographer’s Guide to Negotiating, and Licensing Photography. He lives in Narbeth, Pennsylvania.

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1 of 1 people found the following review helpful
Beginner's Guide to Negotiation Feb. 23 2013
By Nathan Ives - Published on Amazon.com
Format: Paperback
The Pocket Small Business Owner’s Guide to Negotiating by Richard Weisgrau provides readers with a complete set of practices and strategies for successfully negotiating through numerous situations. Richard explores both the psychology and activities occurring before, during, and after a negotiation. Through his book, readers learn to:

- Differentiate between principle and positional bargaining
- Negotiate contracts, purchases, and service deals
- Resolve conflicts
- Barter
- Assess risk
- Take advantage of the psychological aspects of negotiating
- Employ rhetorical tactics and body language successfully

I like The Pocket Small Business Owner’s Guide to Negotiating for its thoroughness in covering a multitude of negotiating situations. I found Richard’s book a good ready reference for small business owners and large company division and department managers.

The Pocket Small Business Owner’s Guide to Negotiating covers the psychological and behavioral aspects of negotiation, both being critically important to a successful outcome. Additionally, Richard provides an easy-to-follow method for negotiation preparation, execution, and follow-up. By using the prescribed methods, readers should find their negotiations more successfully resolved.

If I had one criticism of The Pocket Small Business Owner’s Guide to Negotiating it would be that the negotiating approach seeks an equitable outcome; precluding the opportunity for overwhelmingly positive terms.

The Pocket Small Business Owner’s Guide to Negotiating provides readers with actionable steps to negotiate the situations most commonly encountered by small business and business group leaders. While not intended to inform the actions of those negotiating ‘super-deals,’ the thoroughness of the methods and real world examples conveyed makes The Pocket Small Business Owner’s Guide to Negotiating a StrategyDriven recommended read.

All the Best,
Nathan Ives
StrategyDriven Principal
Fairly Simple, but Quite Effective March 17 2013
By Someone54 - Published on Amazon.com
I think this a great guide for business, especially if you are just getting into it. It gives you all the tips you need to start a small business as the book explains the nature of things through tips and examples. I have found that having this book and also listening to Levers, Guns and Sanctions - Tough (But Fair) Conflict Management Tactics to Bring Reluctant Parties to the Negotiation Table (Conflicts and Negotiations series) gives you the perfect understanding of the business world. This book is fairly simple to get into, but is wonderful when you want to understand small businesses.


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