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

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Overview

Think Before You Speak

Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Here's an outline of how Think Before You Speak leads you through the strategic negotiation process:

CHAPTER & TOPIC

  1. Overview/Plan
  2. Assess Your Position
  3. Assess Other Party
  4. Analyze Context
  5. Selecting a Strategy
  6. Competition
  7. Collaboration
  8. Other Strategies
  9. Building Collaboration
  10. Resolving Conflict
  11. Third Party Help
  12. Communicating
  13. Legal/Ethical Issues
  14. Multiple Parties
  15. Global Negotiation
  16. Improving Negotiation

STEP IN PROCESS

  • ANALYZE STRATEGIC ISSUES
  • SELECT A STRATEGY
  • INITIATE THE NEGOTIATION PROCESS
  • MANAGE THE NEGOTIATION PROCESS
  • OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE

Practical, authoritative, and comprehensive, Think Before You Speak gives you the tools to handle any negotiation with confidence.

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Product Details

  • ISBN-13: 9780471013211
  • Publisher: Wiley
  • Publication date: 4/12/1996
  • Series: Portable MBA Series
  • Edition number: 1
  • Pages: 304
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.81 (d)

Meet the Author

ROY J. LEWICKI is Professor of Management and Human Resources at the College of Business at Ohio State University, and a negotiation and conflict management consultant to many organizations, including Eli Lilly, Price Waterhouse, LLP, and the Young President's Organization. He is the author of Negotiating, Research on Negotiation in Organizations, and other text and professional books on negotiating.

ALEXANDER HIAM is a business consultant and author. His books include The Portable MBA in Marketing (Wiley); Closing the Quality Gap: Lessons from America's Leading Companies; Vest Pocket Marketer: Classic Marketing Tools for Executives; and Vest Pocket CEO: Decision- Making Tools for Executives.

Karen Wise Olander is a communications specialist and freelance writer. She has authored numerous articles and training manuals, and coauthored (with Hiam) The Prentice Hall Handbook of Entrepreneurship and Small Business Management.

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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.

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