Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict - Tapa dura

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Roy J. Lewicki is Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University, where he teaches courses in negotiation, leadership, and management. He has previously served on the faculties at Duke University, Dartmouth College, and Yale University. Lewicki received his B.A. from Dartmouth College and Ph.D. in social psychology from Columbia University. He is the author of over thirty books, including Negotiation, Negotiation: Readings, Exercises and Cases and Essentials of Negotiation, which are the top-selling textbooks used to teach negotiation skills in business schools. Lewicki conducts numerous executive seminars in negotiation and leadership for companies such as Wells Fargo, Schlumberger, American Electric Power, Nationwide, Limited Stores, Eli Lilly, and Netjets and many government and nonprofit organizations. Among his many teaching awards is the Distinguished Educator Award from the Academy of Management. This is the third book that Lewicki and Alex Hiam have coauthored; the others are Think Before You Speak and the Fast Forward MBA in Negotiation and Deal Making. Alexander Hiam is the president of INSIGHTS, which provides leadership, conflict management, and negotiation programs and materials to managers in business and government for clients such as the FBI, U.S. Coast Guard, 3M, GM, Home Depot, Exxon-Mobil, AT&T, UPS, Kaiser Permanente, Royal Caribbean Cruise Lines, and the U.S. Navy and Army. He received his B.A. from Harvard College and his M.B.A. from the University of California, Berkeley, and served in management roles in high-tech and transportation companies before founding his own firm. He has also been on the faculties of the business schools at the University of Massachusetts at Amherst and American International College. His previous books include The Vest-Pocket CEO, Marketing for Dummies, The Portable MBA in Marketing, Motivational Management, Making Horses Drink, and Taming the Conflict Dragon. He is also the developer of Assessing Behavior in Conflict, a negotiation-style assessment instrument.

De la contraportada

Your Working Guide to Business Negotiation

Roy Lewicki an international authority on business negotiation with partner Alex Hiam offers this book as a "working guide" for quick study and preparation before any negotiation in any kind of business. With clear guidance and real-world examples, the authors walk the reader through every negotiating pitfall and opportunity. Not an academic work, but a how-to guide with plenty of tools and checklists for the negotiation process, this easy-to-use book includes new research, updated examples, and advice on electronic negotiation via e-mail. Any reader can become a master of negotiation by carefully following the authors' suggestions. This volume also includes a new self-assessment tool and additional helpful appendices.

Praise for Mastering Business Negotiation

"I recommend this book for anyone involved in business negotiations or in taking a leadership role in their workplace. It covers a great many important skills in an intelligent and helpful manner."
Quint Studer, author, Hardwiring Excellence and Results That Last

"Negotiation is one of the most important parts of business, yet it is one we sometimes pay the least attention to. The book is a must-read for any business person who wants to take their business to the next level."
Celia Rocks, author, Brilliance Marketing Management; president, Rocks-DeHart Public Relations

De la solapa interior

Why are some business leaders able to move in and out of business situations with confidence and ease? The secret is their ability as skilled negotiators. Being an effective negotiator is a critical key factor in business success.

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authorsexperts in the field of business negotiationreduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.

Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to

• Understand the game so you can better controlwhat happens
• Predict the sequence of negotiation activitiesand move from disagreement toward agreement
• Identify the strategies and tactics of other playersin the game
• Apply the rules of the gamethe "do's and don'ts"that will ultimately lead to success

No matter what you call negotiationbargaining, haggling, horse trading, or managing differencesthe basic skills and techniques of the master negotiator outlined in this book are essential for resolving conflicts, handling difficult conversations, protecting oneself against a competitive adversary, or negotiating a good business deal. The techniques and suggestions outlined can also be used for more informal day-to-day negotiations on the job such as selling, buying, and team building.