Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
ISBN: 0793183049
EAN: 2147483647
EAN: 2147483647
Year: 2003
Pages: 74
Pages: 74
Authors: Brian Dietmeyer
- 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
Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
ISBN: 0793183049
EAN: 2147483647
EAN: 2147483647
Year: 2003
Pages: 74
Pages: 74
Authors: Brian Dietmeyer