You need to upgrade your Flash Player

Please visit Adobe to upgrade


Think! Inc. - business negotiation, redefined

book
educational and training materials

Strategic Negotiation
Brian Dietmeyer - June 14th, 2006

SNnewcover.jpgWe all know that the business environment changes every day. But the radical shift that’s taken place in negotiating in recent years is so substantial that it requires an equally radical shift in thinking. Looking at negotiation as a series of tactics simply won’t work anymore. The only way you can meet the challenges of negotiating in today’s business world is to think of negotiating as a process. And that’s what Strategic Negotiation is all about. It provides you with a systematic and rational process that enables you to go beyond “win-win” to create true, measurable business value, and allow both you and your customer to meet - and exceed - your negotiation goals.

Based on the research of Harvard professor Max H. Bazerman, and further developed by Brian Dietmeyer and his colleagues at Think! Inc., the Strategic Negotiation process shows that ultimately every negotiation follows the same “blueprint,” and how by filling-in that blueprint you and your customers can get even more out of a negotiation than either of you expected going into it. The four-step process includes:

  • Estimating the Negotiation. Determining what affects – both positive and negative – not reaching agreement will have on both sides, and what the real issues are in the negotiation.
  • Validating the Estimation. Determining the accuracy of the estimates made in the initial assessment.
  • Creating Value. Creating measurable value by structuring several alternative deals that provide both sides with what’s essential to them, as well as additional benefits.
  • Dividing Value. Presenting “Multiple Equal Offers” to enable both sides to divide the value created by the Strategic Negotiation process.

The changing business environment demands a new way of looking at negotiation. In Strategic Negotiation, Brian Dietmeyer and Rob Kaplan show you how, by seeing negotiation as a process, and applying that process, you can create measurable business value, generate more customer satisfaction, and increase your profits, regardless of the type of product or service you sell.

Click here to purchase the book on Amazon

Posted in book | permalink | No Comments »