| Think Before You Speak: A Complete Guide to Strategic Negotiation Contributor(s): Lewicki, Roy J. (Author), Hiam, Alexander (Author), Olander, Karen Wise (Author) |
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ISBN: 0471013218 ISBN-13: 9780471013211 Publisher: Wiley OUR PRICE: $56.70 Product Type: Hardcover - Other Formats Published: April 1996 Annotation: 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. |
| Additional Information |
| BISAC Categories: - Business & Economics | Leadership - Business & Economics | Negotiating - Business & Economics | Entrepreneurship |
| Dewey: 658.4 |
| LCCN: 95045411 |
| Series: Portable MBA (Wiley) |
| Physical Information: 1.2" H x 6.1" W x 9.1" (1.40 lbs) 304 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: Think Before You Speak Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process: CHAPTER & TOPIC * Overview/Plan * Assess Your Position * Assess Other Party * Analyze Context * Selecting a Strategy * Competition * Collaboration * Other Strategies * Building Collaboration * Resolving Conflict * Third Party Help * Communicating * Legal/Ethical Issues * Multiple Parties * Global Negotiation * 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 Speakgives you the tools to handle any negotiation with confidence. |
