Title: Strategic Negotiation: A Breakthrough Four-step Process for Effective Business Negotiation
Publisher: Kaplan Publishing
Publication Date: 2004
Language: English
ISBN 10: 0793183049
ISBN 13: 9780793183043
Binding: Hardback
Condition: Very Good
Weight: 386 grams

About this title

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.

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.

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