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Dietmeyer, Brian J.,

Strategic negotiation : a breakthrough 4-step process for effective business negotiation / Brian J. Dietmeyer ; with Rob Kaplan. - xiii, 207 pages : illustrations ; 24 cm

Includes index.

Contents Foreword Part One - The Basics Chapter One - Why a Process? Chapter Two - The Strategic Negotiation Process Chapter Three - Establishing a Negotiation Goal Part Two - The Process Chapter Four - Step One: Estimating the Blueprint Part One: The Consequences of No Agreement Estimation Chapter Five - Step One: Estimating the Blueprint Part Two: The Wish List Estimation Chapter Six - Step Two: Validating the Estimation Part One: Gathering Data from Colleagues and Public Sources Chapter Seven - Step Two: Validating the Estimation Part Two: Preparing for the Validation Meeting Chapter Eight - Step Two: Validating the Estimation Part Three: Conducting the Validation Meeting Chapter Nine - Step Three: Using the Blueprint to Create Value Chapter Ten - Step Four: Using the Blueprint to Divide Value Part Three - Applying the Process Chapter Eleven - Putting It All Together: Sample Negotiations Chapter Twelve - An Organizational Approach to Negotiation Appendix Index

ISBN: 0793183049 9780793183043

LCCN: 2003027374

Subjects--Topical Terms:
Negotiation in business

LC Class. No.: HD58.6 / .D543 2004

Dewey Class. No.: 658.4052