Strategic Negotiation: A Breakthrough 4-Step Process for Effective Business Negotiation
Dietmeyer, Brian J./ Kaplan, Rob
Language: English
Published by Kaplan, 2004
- Hardcover
- New

Seller: Revaluation Books, Exeter, United KingdomRevaluation Books
AbeBooks seller since January 6, 2003
Condition: New
£ 16.24
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Add to basketItem description from seller
illustrated edition. 224 pages. 9.00x6.00x0.75 inches. In Stock.
Seller Inventory # 0793183049
- Title
- Strategic Negotiation: A Breakthrough 4-Step Process for Effective Business Negotiation
- Author
- Dietmeyer, Brian J./ Kaplan, Rob
- Publisher
- Kaplan
- Publication year
- 2004
- Condition
- Brand New
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 0793183049
- ISBN 13
- 9780793183043
- Item weight
- 0.43 kilograms
* 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.
"Synopsis" may belong to another edition of this title.
Revaluation Books
Exeter, United Kingdom
AbeBooks seller since January 6, 2003
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Edward Bowditch Ltd
Exstowe, Exton
Exeter, United Kingdom EX3 0PP
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Legal entity name: Edward Bowditch Ltd
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Business correspondence address: Exstowe, Exton, Exeter, EX3 0PP
Company registration number: 04916632
VAT registration: GB834241546
Authorised representative: Mr. E. Bowditch
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