Strategic Negotiation--A Breakthrough Process for Effective Business Negotiation

Brian J. Dietmeyer

with Rob Kaplan

This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.

Vice President and Publisher
Cynthia A. Zigmund

Acquisitions Editor
Michael Cunningham

Senior Managing Editor
Jack Kiburz

Interior Design
Lucy Jenkins

Cover Design
Scott Rattray, Rattray Design

Typesetting
the dotted i

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 [e-mail], 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