Book123

    Free register and download UseNet downloader, then you can FREE Download from UseNet.

    Download without Limit " Max Bazerman, «Strategic Negotiation : A Breakthrough Four-Step Process for Effective Business Negotiation» " from UseNet for FREE!

More

Product Description:

Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table.

The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings:

* 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.

Buy Book at Lowest Price on Amazon

Rating:
2.5 out of 5 by Book123