Negotiation Simplified: A Framework and Process for Understanding and Improving Negotiating Results

Negotiation Simplified: A Framework and Process for Understanding and Improving Negotiating Results

by Jim Reiman

Hardcover

$24.95
Available for Pre-Order. This item will be available on February 1, 2022

Overview

Negotiations may be complex; negotiating is not! Creating options and choosing which to pursue (and how to pursue them) is what distinguishes the skilled and effective negotiator from the less successful one. This book provides both the tools and the analytical framework to identify and pursue one's options, achieve better results, and improve your negotiation skills.

Author Jim Reiman simplifies without being simplistic.
Written by a practitioner for the practitioner, Negotiation Simplified sets out a framework and a thought process that, if followed, will yield better results. He provides short takeaways and tools to examine your own processes. And, because there is no one correct path to a successful negotiating result, Reiman also poses questions to identify options and to learn and critically analyze information so that the best path may be identified and pursued.

Whether deciding who will take out the garbage or overseeing a multibillion-dollar acquisition transaction, everyone negotiates. The stakes may differ, but all negotiations share four foundational elements: goal-setting, preparation, listening, and self-awareness. Negotiation Simplified demonstrates the use of these four skills through real-life negotiation anecdotes authored by eight world-renowned negotiators across many disciplines and industries. They share how their utilization of these skills resulted in better outcomes.



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Product Details

ISBN-13: 9781645439578
Publisher: Amplify Publishing
Publication date: 02/01/2022
Pages: 216
Product dimensions: 5.70(w) x 8.30(h) x 0.90(d)

About the Author

Jim Reiman is a business executive, public and private company board director, commercial lawyer, and educator. He practiced law in Chicago, Illinois, law firms for nineteen years before commencing a business career, during which he served as CEO and Chairman of public and private companies. He currently serves as an arbitrator and mediator of complex domestic and international business disputes; teaches negotiation to senior executives, government officials, and professionals at executive education programs around the world, including the Oxford Programme on Negotiation at the University of Oxford's Saïd Business School; and teaches and qualifies senior attorneys in international arbitration.

As CEO and then Chairman, Jim turned around a failing chain of cell phone stores based in Shanghai, China, grew the company from 30 stores to over 300, took the company public on the London Stock Exchange's AIM market in 2005, and grew the company from $2.25 million in revenue to over $250 million in 2012.

Jim is also the co-inventor of technologies that have been awarded nineteen domestic and international patents.

Table of Contents

Introduction 1

Chapter 1 Core Concepts 5

Chapter 2 Goal-Setting 15

Chapter 3 Preparation 29

The Questions are the Answers 30

The Planning Process 35

Goals 40

People 41

Problems 48

Strategy and Tactics 57

Mechanics 67

Chapter 4 Putting the Pieces Together 71

Chapter 5 Common Negotiating Challenges 119

Chapter 6 Experience Speaks 139

Catherine Dixon 140

Victor do Prado 146

David Huebner 153

Torn Manning 158

David Rank 165

James Shein 170

Barbara Weston 176

Valerie D. White 183

Chapter 7 Final Thoughts 193

About the Author 201

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