Brian J. Dietmeyer
with Rob Kaplan
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Think! Inc. is a global negotiation consultancy offering a wide range of services from instructor-led or Web-based Strategic Negotiation workshops to implemented organizational solutions. Think! Inc. was founded by Max Bazerman, Ph.D., author of Negotiating Rationally and a professor at the Harvard Business School. 312.850.1190
© 2004 by Brian J. Dietmeyer
Published by Dearborn Trade Publishing
A Kaplan Professional Company
All rights reserved. The text of this publication, or any part thereof, may not be reproduced in any manner whatsoever without written permission from the publisher.
Printed in the United States of America
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Library of Congress Cataloging-in-Publication Data
Dietmeyer, Brian J.
Strategic negotiation : a breakthrough process for effective business negotiation / Brian J. Dietmeyer with Rob Kaplan ; foreword by Max H. Bazerman.
p. cm.
Includes index.
ISBN 0-7931-8304-9 (6x9 hardcover)
1. Negotiation in business. I. Kaplan, Rob. II. Title. HD58.6.D543 2003
658.4’052—dc22
2003027374
Dearborn Trade books are available at special quantity discounts to use for sales promotions, employee premiums, or educational purposes. Please call our Special Sales Department to order or for more information at 800-245-2665, e-mail trade@dearborn.com, or write to Dearborn Trade Publishing, 30 South Wacker Drive, Suite 2500, Chicago, IL 60606-7481.
Dedication
To my business partner and friend, Max Bazerman—the book doesn’t exist without you. Mom, Dad, John, Joanne, Dan, Sandy, Nancy, Chad, Renee, Cassidi, Brianna, Dylan, Lauren, Elise, Denise, and Brent—I love you. My associates at Think!—I appreciate you more than you know.
BJD
To the memory of Arnie Krigel, who would have liked it.
RAK