N Brian J Dietmeyer, Rob Kaplan Hardcover 2009-06-16T08:11:33-05:00 <p><b>From the Publisher:</b><br/> 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. In "Strategic 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. <P> The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings: <P> * Estimating the negotiation. What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal. <P> * Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments. <P> * 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. <P> * Dividing value. A presentation of ""multiple equal offers"" is made to buyers, providing more value and choices than they anticipated. <P> Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.</p><br/> 0.72 105914 Y http://media.800ceoread.com/view/9780793183043/image/coverart REG 0793183049 English N 9.4 No Book 207 2300 active 2004-06-01 2300 Dearborn Trade no Business, Economics, Finance Available 1 9780793183043 2010-03-05T00:10:28-06:00 0.94 6.36