A Breakthrough 4-step Process for Effective Business NegotiationBook - 2004
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. InStrategic 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.Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.
Publisher: Chicago, IL : Dearborn Trade Pub., c2004
Branch Call Number: 658.4 D567s 2004
Characteristics: xiii, 207 p. : ill. ; 24 cm