Think Before You Speak: A Complete Guide to Strategic Negotiation - Rilegato

Lewicki, Roy J.

Rilegato

ISBN 10: 0471013218 ISBN 13: 9780471013211

Casa editrice: Wiley, 1996

Riassunto

An addition to the Portable MBA series, a step-by-step guide to becoming an effective negotiator shares proven strategies and techniques, and tells how to assess an opponent, use power, and select negotiating strategies.

Su questo libro

Informazioni sull?autore

ROY J. LEWICKI is Professor of Management and Human Resources at the College of Business at Ohio State University, and a negotiation and conflict management consultant to many organizations, including Eli Lilly, Price Waterhouse, LLP, and the Young President's Organization. He is the author of Negotiating, Research on Negotiation in Organizations, and other text and professional books on negotiating.

ALEXANDER HIAM is a business consultant and author. His books include The Portable MBA in Marketing (Wiley); Closing the Quality Gap: Lessons from America's Leading Companies; Vest Pocket Marketer: Classic Marketing Tools for Executives; and Vest Pocket CEO: Decision- Making Tools for Executives.

Karen Wise Olander is a communications specialist and freelance writer. She has authored numerous articles and training manuals, and coauthored (with Hiam) The Prentice Hall Handbook of Entrepreneurship and Small Business Management.

Dalla quarta di copertina

Think Before You Speak

Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Here's an outline of how Think Before You Speak leads you through the strategic negotiation process:

CHAPTER & TOPIC

1. Overview/Plan
2. Assess Your Position
3. Assess Other Party
4. Analyze Context
5. Selecting a Strategy
6. Competition
7. Collaboration
8. Other Strategies
9. Building Collaboration
10. Resolving Conflict
11. Third Party Help
12. Communicating
13. Legal/Ethical Issues
14. Multiple Parties
15. Global Negotiation
16. Improving Negotiation

STEP IN PROCESS

• ANALYZE STRATEGIC ISSUES
• SELECT A STRATEGY
• INITIATE THE NEGOTIATION PROCESS
• MANAGE THE NEGOTIATION PROCESS
• OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE

Practical, authoritative, and comprehensive, Think Before You Speak gives you the tools to handle any negotiation with confidence.

Dal risvolto di copertina interno

The ability to negotiate to get what we want is one of the most valuable and consequential skills in life, yet it is rarely developed in any systematic way. In business and in everyday life, we need to know how to represent our own interests as well as we possibly can. Think Before You Speak is a powerful, plain-English guide for developing the specific skills you need to handle any negotiation? calmly, confidently, and successfully. Written by a leader in the field of negotiation and conflict resolution, this authoritative guide prepares you for every point in the negotiation process, so that you can enter it with a focused mind, aware at all times of your goals, options, tactics, and strategies.

The product of years of analysis of all kinds of negotiations, Think Before You Speak shows you how to size up an opponent, analyze the overall context of the negotiation, and accurately assess your own position. It will show you how to select a specific negotiating strategy, and how to change strategies when the situation requires it. To keep you from falling into the common traps and snares of negotiation, this invaluable book will make you aware of your own assumptions and biases, as well as those of your opponent. You will learn the Twelve Rules of Strategic Negotiations, the key points in competitive negotiation, and special techniques for breaking through the "difficult" behavior of your opponent. In each chapter you will find instructive case studies and anecdotes that illustrate the ways these skills can be applied to real-life situations.

Designed for immediate practical use, Think Before You Speak gives you a superb set of tools to help you achieve more satisfying results in all your negotiations, and better relationships with those on the opposite side of the table.

Dettagli dell'edizione

• Editore: Wiley
• Data di pubblicazione: 1996
• Lingua: Inglese
• ISBN 10: 0471013218
• ISBN 13: 9780471013211
• Rilegatura: Copertina rigida
• Numero di pagine: 305
• Contatto del produttore: non disponibile
• Persona responsabile: non disponibile