Think Before You Speak: A Complete Guide to Strategic Negotiation
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
* Assess Your Position
* Assess Other Party
* Analyze Context
* Selecting a Strategy
* Other Strategies
* Building Collaboration
* Resolving Conflict
* Third Party Help
* Legal/Ethical Issues
* Multiple Parties
* Global Negotiation
* 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.
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.
Legal and Ethical Issues.
"The More the Merrier": Negotiating through Representatives and Teams.
Mastering Strategic Negotiation.
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.