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

ISBN: 0793183049
EAN: 2147483647

Year: 2003
Pages: 74

Authors: Brian Dietmeyer

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• Table of Contents
• BackCover
• Strategic Negotiation--A Breakthrough Process for Effective Business Negotiation
• Foreword
• Part One: The Basics
• Chapter 1: Why aProcess?
• WHAT A STRATEGIC NEGOTIATION PROCESS CAN T DO FOR YOU
• WHY THIS BOOK
• Chapter 2: The StrategicNegotiation Process
• THE STRATEGIC NEGOTIATION PROCESS
• Chapter 3: Establishing aNegotiation Goal
• COMMON GOALS
• AN UNCOMMON GOAL
• THE MYTH OF THE FIXED PIE
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Part Two: The Process
• Chapter 4: Step One:Estimating the Blueprint
• THE CONSEQUENCES OF NO AGREEMENT ESTIMATION
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Chapter 5: Step One:Estimating the Blueprint
• CREATING VALUE
• THE WISH LIST ESTIMATION
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Chapter 6: Step Two:Validating the Estimation
• IT S ALL ABOUT KNOWLEDGE
• VALIDATING THE CONSEQUENCES OF NO AGREEMENTESTIMATION
• VALIDATING THE WISH LIST ESTIMATION
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Chapter 7: Step Two:Validating the Estimation
• VALIDATING THE CONSEQUENCES OF NO AGREEMENT ESTIMATION
• VALIDATING THE WISH LIST ESTIMATION
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Chapter 8: Step Two:Validating the Estimation
• ANCHORING
• THE VALIDATION MEETING
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Chapter 9: Step Three:Using the Blueprint to Create Value
• DEVELOPING MULTIPLE EQUAL OFFERS
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Chapter 10: Step Four:Using the Blueprint to Divide Value
• THE MULTIPLE EQUAL OFFERS PRESENTATION
• BASIC TRADING SKILLS
• ADVANCED TRADING SKILLS
• BEST PRACTICES REVIEW
• COMMON MISTAKES TO AVOID
• Part Three: Applying The Process
• Chapter 11: Putting It AllTogether: Sample Negotiations
• SAMPLE TWO: USING THE BLUEPRINTING PROCESS IN A LARGE ANDCOMPLEX NEGOTIATION
• Chapter 12: AnOrganizational Approach to Negotiation
• A STRATEGY THAT INCREASES IN VALUE
• Appendix
• Index
• Index_B
• Index_C
• Index_D-E
• Index_F-G
• Index_H-I
• Index_L-M
• Index_N
• Index_O
• Index_P
• Index_R-S
• Index_T
• Index_U-V
• Index_W
• List of Sidebars