Think Before You Speak: A Complete Guide to Strategic Negotiation / Edition 1

Think Before You Speak: A Complete Guide to Strategic Negotiation / Edition 1

by Roy J. Lewicki, Alexander Hiam, Karen Wise Olander
     
 

ISBN-10: 0471013218

ISBN-13: 9780471013211

Pub. Date: 04/12/1996

Publisher: Wiley

The ability to negotiate to get what we want is one of the most valuable and consequential skills in life, yet it is rarely developed in any systematic way. In business and in everyday life, we need to know how to represent our own interests as well as we possibly can. Think Before You Speak is a powerful, plain-English guide for developing the specific skills you

…  See more details below

Overview

The ability to negotiate to get what we want is one of the most valuable and consequential skills in life, yet it is rarely developed in any systematic way. In business and in everyday life, we need to know how to represent our own interests as well as we possibly can. Think Before You Speak is a powerful, plain-English guide for developing the specific skills you need to handle any negotiation— calmly, confidently, and successfully. Written by a leader in the field of negotiation and conflict resolution, this authoritative guide prepares you for every point in the negotiation process, so that you can enter it with a focused mind, aware at all times of your goals, options, tactics, and strategies.

The product of years of analysis of all kinds of negotiations, Think Before You Speak shows you how to size up an opponent, analyze the overall context of the negotiation, and accurately assess your own position. It will show you how to select a specific negotiating strategy, and how to change strategies when the situation requires it. To keep you from falling into the common traps and snares of negotiation, this invaluable book will make you aware of your own assumptions and biases, as well as those of your opponent. You will learn the Twelve Rules of Strategic Negotiations, the key points in competitive negotiation, and special techniques for breaking through the "difficult" behavior of your opponent. In each chapter you will find instructive case studies and anecdotes that illustrate the ways these skills can be applied to real-life situations.

Designed for immediate practical use, Think Before You Speak gives you a superb set of tools to help you achieve more satisfying results in all your negotiations, and better relationships with those on the opposite side of the table.

Read More

Product Details

ISBN-13:
9780471013211
Publisher:
Wiley
Publication date:
04/12/1996
Series:
Portable MBA Series
Pages:
304
Product dimensions:
6.00(w) x 9.00(h) x 0.81(d)

Table of Contents

The Advantage of Strategy.

Assessing Your Position.

Assessing the Other Party.

Context and Power.

Selecting a Strategy.

Implementing a Competitive Strategy.

Implementing a Collaborative Strategy.

Alternative Strategies: Accommodating, Avoiding, Compromising.

Understanding and Dealing with Traps and Biases in Negotiation.

Conflict Reduction: From Opponent to Collaborator.

When and How to Use Third-Party Help.

Communication Skills.

Legal and Ethical Issues.

"The More the Merrier": Negotiating through Representatives and Teams.

Mastering Strategic Negotiation.

Endnotes.

Index.

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >