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Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
ISBN: 0793183049
EAN: 2147483647
Year: 2003
Pages: 74
Authors:
Brian Dietmeyer
BUY ON AMAZON
Table of Contents
BackCover
Strategic Negotiation--A Breakthrough Process for Effective Business Negotiation
Foreword
Part One: The Basics
Chapter 1: Why aProcess?
WHAT A STRATEGIC NEGOTIATION PROCESS CAN T DO FOR YOU
WHY THIS BOOK
Chapter 2: The StrategicNegotiation Process
THE STRATEGIC NEGOTIATION PROCESS
Chapter 3: Establishing aNegotiation Goal
COMMON GOALS
AN UNCOMMON GOAL
THE MYTH OF THE FIXED PIE
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Part Two: The Process
Chapter 4: Step One:Estimating the Blueprint
THE CONSEQUENCES OF NO AGREEMENT ESTIMATION
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Chapter 5: Step One:Estimating the Blueprint
CREATING VALUE
THE WISH LIST ESTIMATION
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Chapter 6: Step Two:Validating the Estimation
IT S ALL ABOUT KNOWLEDGE
VALIDATING THE CONSEQUENCES OF NO AGREEMENTESTIMATION
VALIDATING THE WISH LIST ESTIMATION
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Chapter 7: Step Two:Validating the Estimation
VALIDATING THE CONSEQUENCES OF NO AGREEMENT ESTIMATION
VALIDATING THE WISH LIST ESTIMATION
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Chapter 8: Step Two:Validating the Estimation
ANCHORING
THE VALIDATION MEETING
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Chapter 9: Step Three:Using the Blueprint to Create Value
DEVELOPING MULTIPLE EQUAL OFFERS
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Chapter 10: Step Four:Using the Blueprint to Divide Value
THE MULTIPLE EQUAL OFFERS PRESENTATION
BASIC TRADING SKILLS
ADVANCED TRADING SKILLS
BEST PRACTICES REVIEW
COMMON MISTAKES TO AVOID
Part Three: Applying The Process
Chapter 11: Putting It AllTogether: Sample Negotiations
SAMPLE TWO: USING THE BLUEPRINTING PROCESS IN A LARGE ANDCOMPLEX NEGOTIATION
Chapter 12: AnOrganizational Approach to Negotiation
A STRATEGY THAT INCREASES IN VALUE
Appendix
Index
Index_B
Index_C
Index_D-E
Index_F-G
Index_H-I
Index_L-M
Index_N
Index_O
Index_P
Index_R-S
Index_T
Index_U-V
Index_W
List of Sidebars
Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
ISBN: 0793183049
EAN: 2147483647
Year: 2003
Pages: 74
Authors:
Brian Dietmeyer
BUY ON AMAZON
A+ Fast Pass
Domain 1 Installation, Configuration, and Upgrading
Domain 2 Diagnosing and Troubleshooting
Domain 6 Basic Networking
Domain 3 Diagnosing and Troubleshooting
Domain 4 Networks
Cisco IOS in a Nutshell (In a Nutshell (OReilly))
DSL
Specific Topics
Split Horizon
Basic Switch Configuration
Router Security
After Effects and Photoshop: Animation and Production Effects for DV and Film, Second Edition
Photoshop Layers and After Effects
Cause and Effect
Exaggeration Equals Characterization
Custom Scene Transitions
Appendix Adobe Photoshop and After Effects Resources
Junos Cookbook (Cookbooks (OReilly))
Installing a Different Software Release on M-Series and T-Series Routers
Extracting Software Inventory Information with SNMP
Creating a Chain of Routing Policies
Sending Version 1 Update Messages
Adjusting IS-IS Link Costs
Lean Six Sigma for Service : How to Use Lean Speed and Six Sigma Quality to Improve Services and Transactions
Seeing Services Through Your Customers Eyes-Becoming a customer-centered organization
Success Story #4 Stanford Hospital and Clinics At the forefront of the quality revolution
Phase 3 Mobilization
First Wave Service Projects
Raising the Stakes in Service Process Improvement
Cultural Imperative: Global Trends in the 21st Century
Cultural Spectacles
The Pacific Rim: The Fourth Cultural Ecology
Americanization versus Asianization
Appendix A Cultural Categorization Characteristics
Appendix C National Traits
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