Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book)
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About this ebook
This complete summary of the ideas from Brian Dietmeyer and Rob Kaplan's book "Strategic Negotiation" shows that negotiating effectively isn't really an art. It is a science or process that can and should be systemised as deals are becoming more and more complex. In their book, the authors provide a formal four-step process for strategic negotiation which will take the guesswork out of negotiating and enable you to blueprint each transaction. This summary explains each of these steps and how you can apply them.
Added-value of this summary:
• Save time
• Understand key concepts
• Improve your negotiation skills
To learn more, read "Strategic Negotiation" and discover the key to becoming a world-class negotiator.
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Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book) - BusinessNews Publishing
Book Presentation
Strategic Negotiation by Brian Dietmeyer and Rob Kaplan
Book Abstract
About the Author
Important Note About This Ebook
Summary of Strategic Negotiation (Brian Dietmeyer and Rob Kaplan)
Preliminary: Establish Goals
Step #1: Estimate
Step #2: Validate
Step #3: Create Value
Step #4: Divide Value
Putting It All Together: An Organization-Wide Negotiation Strategy
Book Abstract
MAIN IDEA
Negotiating effectively isn’t really an art. Instead, it is a science or a process that can and should be systemized because:
Deals these days are becoming far more complex than in earlier times.
More professional buyers are in the marketplace now and these buyers are trained to see negotiation as a process.
Few firms think long-term which means their competitive behavior is becoming increasingly irrational.
There is much more internal negotiation going on now within companies than previously occurred.
As a result, a formal four-step strategic negotiation process has been developed which will take the guess workout of negotiating and enable you to blueprint every negotiation. This strategic negotiation process consist of four steps and one important but often neglected preliminary activity:
To become a world-class negotiator, follow this template for each and every negotiation you participate in.
About the Author
BRIAN DIETMEYER is a senior partner and managing director of Think Inc!, a consulting firm which specializes in developing negotiation solutions. He has more than 20 years experience in sales and sales management and lectures to business professionals worldwide on negotiation, marketing and business-to-business research.
ROB KAPLAN runs his own literary services firm. He has