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

Dietmeyer, Brian

Hardcover

ISBN 10: 0793183049 ISBN 13: 9780793183043

Publisher: Kaplan Publishing, 2004

Synopsis

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. In Strategic 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.

About this title

From the Author

Brian J. Dietmeyer is senior partner and managing director of Think! Inc./Negotiation Solutions, a consulting firm he founded with Dr. Max H. Bazerman in 1996. The firm’s international clientele includes corporations in Japan, Singapore, Korea, Nigeria, the United Kingdom, Germany, France, and Italy. Dietmeyer frequently lectures to business and professional organizations worldwide and has authored numerous articles on negotiation, marketing, and business-to-business research.

Rob Kaplan is principal of Rob Kaplan Associates, a literary services firm he established in 1997. Prior to founding his own company, Kaplan served as editor-in-chief and publisher of AMACOM Books and senior editor of Harper Reference. He is the author of several books in the business field.

Review

Dietmeyer and Kaplan take what many consider an art form and demystifies it into an easily understandable process. -- Don Sterkel, President, Society for Sales and Marketing Training Professionals & Sr. Director of Learning and Development, Time Warner Retail

No gimmicks, no tactics, no games—just rational decision making grounded in a bone deep understanding of both sides. -- Paul Ruane, Schering Plough Health Care Products

Strategic Negotiation creates a new and constructive approach to creating value in customer negotiation without sacrificing company profit. -- Roger Dow, Senior Vice President, Global and Field Sales Marriott International Inc.

The Strategic Negotiating process and supporting principles are guiding us to better value-based solutions for our customers and for us. -- Bill Bosworth, Organizational Development Director, National Sales, Coca-Cola Enterprises

This book is truly illuminating from cover to cover! -- Gerhard Gschwandtner, Founder and Publisher, Selling Power Magazine

Edition details

• Publisher: Kaplan Publishing
• Publication date: 2004
• Language: English
• ISBN 10: 0793183049
• ISBN 13: 9780793183043
• Binding: Hardcover
• Number of pages: 224