Negotiate without fear strategies and tools to maximize your outcomes
"Fear impedes negotiators' success in all types of negotiations and hinders negotiators at all levels.This book will provide a tool-based strategy that readers at all levels can deploy to increase confidence, become fearless negotiators, and maximize negotiation success. Novice negotiators...
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| Format: | eBook |
| Language: | English |
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Hoboken, New Jersey
Wiley
2021
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| Collection: | O'Reilly - Collection details see MPG.ReNa |
| Summary: | "Fear impedes negotiators' success in all types of negotiations and hinders negotiators at all levels.This book will provide a tool-based strategy that readers at all levels can deploy to increase confidence, become fearless negotiators, and maximize negotiation success. Novice negotiators are often fearful because of their inexperience, while seasoned negotiators are fearful because they have so much to lose if the deal falls apart. Included will be unique, proprietary negotiation strategies that Dr. Medvec has developed over her 20 years advising companies in all types of negotiations. These include Medvec's novel method to connect one's objectives to negotiable issues, an Issue Matrix to analyze the issues being negotiated and evaluate if the right issues are on the table, a proprietary BATNA Analysis Tool, a unique architecture for creating multiple equivalent simultaneous offers (MESOs) in a negotiation."-- |
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| Physical Description: | 244 pages illustrations (chiefly color) |
| ISBN: | 9781119719113 9781119719137 1119719135 1119719119 |