Details

Negotiate Without Fear

Strategies and Tools to Maximize Your Outcomes
1. Aufl.

von: Victoria Medvec
20,99 €
Verlag:	Wiley
Format:	PDF
Veröffentl.:	02.06.2021
ISBN/EAN:	9781119719137
Sprache:	englisch
Anzahl Seiten:	256

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Beschreibungen

Titelbeschreibung

The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: <ul> <li>Put the right issues on the table by defining your objectives for the negotiation</li> <li>Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want</li> <li>Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA)</li> <li>Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs)</li> </ul> Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.

Inhaltsverzeichnis

Chapter 1: Take the Fear Out of Negotiation Chapter 2: Put the Right Issues on the Table Chapter 3: Build Your BATNA Chapter 4: Define Your Reservation Point Chapter 5: Establish an Ambitious Goal Chapter 6: Make the First Offer, and Craft a Compelling Message Chapter 7: Reinforce Your Message with a Multiple Offer Chapter 8: Say It, Don’t Send It Chapter 9: Leave Yourself Room to Concede to Close the Deal Chapter 10: The Five F’s to Ensure You Are a Fearless Negotiator Acknowledgments About the Author Index

Autorenportrait

VICTORIA H. MEDVEC, PHD, is a leading global expert on negotiation strategy, corporate governance, and decision-making. She is CEO of Medvec & Associates, a boutique advisory firm with a client list that includes Google, GE, McKinsey, BlackRock, and Goldman Sachs. She is the Adeline Barry Davee Professor of Management and Organizations at the Kellogg School of Management at Northwestern University.

Back cover copy

PRAISE FOR DR. MEDVEC AND NEGOTIATE WITHOUT FEAR“Vicki’s strategies have helped me succeed in some of the most complex negotiations I have encountered across my career. Her focus on addressing the needs of the other side makes her strategies particularly powerful.” —MATTHEW SHATTOCK, Former CEO of Beam Suntory; Non-Executive Director of the Clorox Company; Non-Executive Director of the VF Corporation; Chairman of Domino’s Pizza Group p/c Board“When I met Vicki, I thought I knew a lot about how to negotiate. As a leader at Microsoft and IBM, I negotiated all the time. Vicki taught me strategies I never even knew existed and highlighted the traps that expert negotiators encounter. I have consistently brought her into my organizations to raise the capabilities of my teams and increase our success.” —GERRI ELLIOTT, Executive Vice President, Chief Sales and Marketing Officer for Cisco“From the first chapter to the last, Vicki will guide you step-by-step with tangible tools that will help anyone break their old patterns and start negotiating from a place of confidence and strength. Vicki is one of the smartest and most remarkable women I know, this book is like having this wise and brilliant advisor right on your shoulder.” —TARA MONTGOMERY, Executive Producer, OWN / Apple TV+“Every business-to-business seller and marketer should read this book. It provides the best, the most complete, and rigorous approach to managing complex account management of which I am aware. It is an extraordinary book about negotiation, but it covers all aspects of relationship building, pricing, and selling.” —BENSON P. SHAPIRO, Malcom P. McNair Professor of Marketing, Emeritus, Harvard Business School“Vicki has advised me on many of my most difficult negotiations. Even as I have over 30 years of experience in high-stakes negotiations, having her voice in my mind always leads to a better outcome—for both sides. Go first…offer multiple options…make it about them, not you. Vicki’s timeless touchstones have become the foundation of my negotiation approach.” —MICHELLE SEITZ, Chairman and CEO, Russell Investments; Director, Sana Biotechnology