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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
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