Dietmeyer, Brian J., <br/><br/>
Strategic negotiation :  a breakthrough 4-step process for effective business negotiation / 
Brian J. Dietmeyer ; with Rob Kaplan. 
 - xiii, 207 pages :  illustrations ;  24 cm 
<br/><br/> Includes index. 
<br/><br/>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 
<br/><br/><label>ISBN: </label>0793183049 9780793183043 
<br/><br/><label>LCCN: </label>2003027374 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business
<br/><br/><label>LC Class. No.: </label>HD58.6  / .D543 2004 
<br/><br/><label>Dewey Class. No.: </label>658.4052