Strategic Negotiation A Breakthrough Four-Step Process for Effective Business Negotiation

ISBN-10: 0793183049
ISBN-13: 9780793183043
Edition: 2003
List price: $23.00
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Description: Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. InStrategic  More...

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Book details

List price: $23.00
Copyright year: 2003
Publisher: Kaplan Publishing
Publication date: 6/1/2004
Binding: Hardcover
Pages: 272
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.946
Language: English

Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. InStrategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings: *Estimating the negotiation. What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal. *Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments. *Creating value. Sellers structure a series of deals creating measurable value for parties on both sides of the negotiation. Each offer addresses the essentials but goes on to include additional benefits for the buyer. *Dividing value. A presentation of ""multiple equal offers"" is made to buyers, providing more value and choices than they anticipated. Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.

Deepak Malhotra is an associate professor at the Harvard Business School, where he teaches negotiation in the MBA program, the Advanced Management Program, and the Owner/President Management Program, in addition to providing negotiation consulting and training for businesses worldwide. Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author ofNegotiating RationallyandJudgment in Managerial Decision Making. From the Hardcover edition.

Rob Kaplan has held senior-level editorial positions with several major New York-based publishing houses & currently heads his own literary services firm, Rob Kaplan Associates. He lives with his family & more than four thousand books in Cortlandt Manor, New York.

Foreword
The Basics
Why a Process?
What a Strategic Negotiation Process Can Do for You
What a Strategic Negotiation Process Can't Do for You
Why This Book
The Strategic Negotiation Process
The Blueprint
The Strategic Negotiation Process
Establishing a Negotiation Goal
Selecting a Negotiation
Common Goals
An Uncommon Goal
The "Myth of the Fixed Pie"
Dealing with Professional Buyers
Best Practices Review
Common Mistakes to Avoid
The Process
Step One: Estimating the Blueprint: Part One: The Consequences of No Agreement Estimation
The Consequences of No Agreement Estimation
Best Practices Review
Common Mistakes to Avoid
Step 1: Estimating the Blueprint: Part 2: The Wish List Estimation
Creating Value
The Wish List Estimation
Dealing with Professional Buyers
Best Practices Review
Common Mistakes to Avoid
Step 2: Validating the Estimation: Part 1: Gathering Data from Colleagues and Public Sources
It's All about Knowledge
Validating the Consequences of No Agreement Estimation
Validating the Wish List Estimation
Best Practices Review
Common Mistakes to Avoid
Step 2: Validating the Estimation: Part 2: Preparing for the Validation Meeting
Validating the Consequences of No Agreement Estimation
Validating the Wish List Estimation
Dealing with Professional Buyers
Best Practices Review
Common Mistakes to Avoid
Step 2: Validating the Estimation: Part 3: Conducting the Validation Meeting
Anchoring
The Validation Meeting
Best Practices Review
Common Mistakes to Avoid
Step 3: Using the Blueprint to Create Value
Developing Multiple Equal Offers
Best Practices Review
Common Mistakes to Avoid
Step 4: Using the Blueprint to Divide Value
The Multiple Equal Offers Presentation
Basic Trading Skills
Advanced Trading Skills
Dealing with Professional Buyers
Best Practices Review
Common Mistakes to Avoid
Applying the Process
Putting It All Together: Sample Negotiations
Using the Blueprinting Process in a Small Ad Hoc Negotiation
Using the Blueprinting Process in a Large and Complex Negotiation
An Organizational Approach to Negotiation
An Organization-Wide Negotiation Strategy
A Strategy That Increases in Value
Appendix
Index

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