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Synopsis
Skillful negotiating doesn't mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating presents a breakthrough method for negotiating that eliminates many of the problems of conventional negotiating approaches. This book teaches you a noncombative, five-step method for focusing on interests, developing options, and creating deals that will benefit everyone involved. By completely avoiding the traditional offer/counteroffer psychology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. The authors show you how to put value up front and eliminate the demands and concessions that usually make a negotiation stressful.
This unique approach to negotiating applies to people involved in all kinds of negotiating, not just buying and selling, price-only deals; offers an up-front, honest, transparent cards-on-the-table approach; keeps people in their comfort zone; eliminates one-upmanship; and offers a step-by-step method for guiding any negotiating process, large or small.
One of the features that makes Added Value Negotiating so different from the standard win-lose or even so-called win-win negotiating is the concept of multiple deals. Instead of offering one deal and hoping to beat it into shape, Added Value Negotiating calls for the creation of multiple deal packages.
By applying these principles in the framework of a simple five-step method and structuring the possibilities with two simple planning worksheets, it is possible to make your negotiations produce more fruitful results. At the same time, by adding value, you can build strong relationships of mutual respect and trust.
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- PublisherMcGraw-Hill
- Publication date1993
- ISBN 10 155623967X
- ISBN 13 9781556239670
- BindingHardcover
- LanguageEnglish
- Edition number1
- Number of pages205
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Added Value Negotiating: The Breakthrough Method For Building Balanced Deals
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Condition: Good. [ No Hassle 30 Day Returns ][ Ships Daily ] [ Underlining/Highlighting: NONE ] [ Writing: NONE ] [ Edition: First ] Publisher: Business One Irwin Pub Date: 4/1/1993 Binding: Hardcover Pages: 177 First edition. Seller Inventory # 6496584
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Added Value Negotiating : The Breakthrough Method for Building Balanced Deals
Published by
McGraw-Hill Companies, The, 1993
ISBN 10: 155623967X
ISBN 13: 9781556239670
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Added Value Negotiating : The Breakthrough Method for Building Balanced Deals
Published by
McGraw-Hill Companies, The, 1993
ISBN 10: 155623967X
ISBN 13: 9781556239670
Used
Hardcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
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Added Value Negotiating: The Breakthrough Method for Building Balanced Deals
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Burr Ridge, Illinois, U.S.A.: Irwin Professional Pub, 1993
ISBN 10: 155623967X
ISBN 13: 9781556239670
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Hardcover. Condition: Very Good. Dust Jacket Condition: Fine. hardback in very good+ condition in fine dust jacket. Seller Inventory # 64641
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Added Value Negotiating: The Breakthrough Method for Building Balanced Deals
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Irwin Professional Publishing, 1993
ISBN 10: 155623967X
ISBN 13: 9781556239670
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Condition: Very Good. Most items will be dispatched the same or the next working day. A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Seller Inventory # wbb0024101341
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Added Value Negotiating: The Breakthrough Method for Building Balanced Deals
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Business One Irwin, Homewood, Illinois, U.S.A., 1993
ISBN 10: 155623967X
ISBN 13: 9781556239670
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Hardcover. Condition: Very Good. Dust Jacket Condition: Very Good. Clean, tight, unmarked; absolute minimal wear; A breakthrough approach to negotiating that produces successful agreements for both sides. by giving the other party a choice of deal packages you've carefully designed, you eliminate the need for them to counterattack a single proposal. Seller Inventory # 003411
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Added Value Negotiating: The Breakthrough Method for Building Balanced Deals Albrecht, Karl and Albrecht, Steve
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