Strategic Negotiation: A Breakthrough Four-step Process for Effective Business Negotiation - Tapa dura

Dietmeyer, Brian

 
9780793183043: Strategic Negotiation: A Breakthrough Four-step Process for Effective Business Negotiation
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ISBN 10: 0793183049 ISBN 13: 9780793183043
Editorial: Kaplan Business, 2004

Sinopsis

Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings:
* Estimating the negotiation. What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal.
* Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments.
* Creating value. Sellers structure a series of deals creating measurable value for parties on both sides of the negotiation. Each offer addresses the essentials but goes on to include additional benefits for the buyer.
* Dividing value. A presentation of "multiple equal offers" is made to buyers, providing more value and choices than they anticipated. Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.

"Sinopsis" puede pertenecer a otra edición de este libro.

Reseña del editor

Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings:
* Estimating the negotiation. What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal.
* Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments.
* Creating value. Sellers structure a series of deals creating measurable value for parties on both sides of the negotiation. Each offer addresses the essentials but goes on to include additional benefits for the buyer.
* Dividing value. A presentation of "multiple equal offers" is made to buyers, providing more value and choices than they anticipated. Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.

"Sobre este título" puede pertenecer a otra edición de este libro.

Editorial
Kaplan Business
Año de publicación
2004
Idioma
Inglés
ISBN 10 
0793183049
ISBN 13 
9780793183043
Encuadernación
Tapa dura
Número de páginas
224
Contacto del fabricante
no disponible
Persona responsable
no disponible

Otras ediciones populares con el mismo título

9781609786427: Strategic Negotiation

Edición Destacada

ISBN 10:  1609786424 ISBN 13:  9781609786427
Editorial: KAPLAN EDUC, 2011
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