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

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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.

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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.



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