Strategic negotiation : a breakthrough 4-step process for effective business negotiation / Brian J. Dietmeyer ; with Rob Kaplan.
Material type:
TextPublisher: Chicago, IL : Dearborn Trade Pub., [2004]Copyright date: ©2004Description: xiii, 207 pages : illustrations ; 24 cmContent type: - text
- unmediated
- volume
- 0793183049
- 9780793183043
- 658.4052 22
- HD58.6 .D543 2004
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Book | City Campus City Campus Main Collection | 658.4052 DIE (Browse shelf(Opens below)) | 1 | Available | A412454B |
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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
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