Think Before You Speak: A Complete Guide to Strategic Negotiation - Hardcover

Lewicki, Roy J.; Hiam, Alexander; Olander, Karen Wise

Hardcover

ISBN 10: 0471013218 ISBN 13: 9780471013211

Publisher: Wiley, 1996

Synopsis

Think Before You Speak

Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically,this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process:

CHAPTER & TOPIC
* Overview/Plan
* Assess Your Position
* Assess Other Party
* Analyze Context
* Selecting a Strategy
* Competition
* Collaboration
* Other Strategies
* Building Collaboration
* Resolving Conflict
* Third Party Help
* Communicating
* Legal/Ethical Issues
* Multiple Parties
* Global Negotiation
* Improving Negotiation

STEP IN PROCESS
* ANALYZE STRATEGIC ISSUES
* SELECT A STRATEGY
* INITIATE THE NEGOTIATION PROCESS
* MANAGE THE NEGOTIATION PROCESS
* OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE

Practical, authoritative, and comprehensive, Think Before You Speakgives you the tools to handle any negotiation with confidence.

About this title

From the Publisher

One of the most respected figures in the field of negotiating and conflict management shares his proven strategies and techniques for becoming an effective negotiator. An insightful, step-by-step guide, it schools readers in such important concepts as when to negotiate and when not to; knowing whether to use a collaborative, competitive or other strategy; how to identify and leverage the sources of power and more. Contains anecdotes and case studies that bring all the ideas to life.

From the Inside Flap

The ability to negotiate to get what we want is one of the most valuable and consequential skills in life, yet it is rarely developed in any systematic way. In business and in everyday life, we need to know how to represent our own interests as well as we possibly can. Think Before You Speak is a powerful, plain-English guide for developing the specific skills you need to handle any negotiation-- calmly, confidently, and successfully. Written by a leader in the field of negotiation and conflict resolution, this authoritative guide prepares you for every point in the negotiation process, so that you can enter it with a focused mind, aware at all times of your goals, options, tactics, and strategies.

The product of years of analysis of all kinds of negotiations, Think Before You Speak shows you how to size up an opponent, analyze the overall context of the negotiation, and accurately assess your own position. It will show you how to select a specific negotiating strategy, and how to change strategies when the situation requires it. To keep you from falling into the common traps and snares of negotiation, this invaluable book will make you aware of your own assumptions and biases, as well as those of your opponent. You will learn the Twelve Rules of Strategic Negotiations, the key points in competitive negotiation, and special techniques for breaking through the "difficult" behavior of your opponent. In each chapter you will find instructive case studies and anecdotes that illustrate the ways these skills can be applied to real-life situations.

Designed for immediate practical use, Think Before You Speak gives you a superb set of tools to help you achieve more satisfying results in all your negotiations, and better relationships with those on the opposite side of the table.

Edition details

• Publisher: Wiley
• Publication date: 1996
• ISBN 10: 0471013218
• ISBN 13: 9780471013211
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 304