000			02525nam a22001937a 4500
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008			220706b ||||| |||| 00| 0 eng d
020			_a9781119719090
082			_a158.5 _bMED
100			_aMedvec, Victoria H. _97371
245			_aNegotiate without fear: strategies and tools to maximize your outcomes
260			_bJohn Wiley & Sons, Inc. _aNew Jersey _c2021
300			_a244 p.
365			_aUSD _b26.95
504			_aTABLE OF CONTENTS Chapter 1: Take the Fear Out of Negotiation Chapter 2: Put the Right Issues on the Table Chapter 3: Build Your BATNA Chapter 4: Define Your Reservation Point Chapter 5: Establish an Ambitious Goal Chapter 6: Make the First Offer, and Craft a Compelling Message Chapter 7: Reinforce Your Message with a Multiple Offer Chapter 8: Say It, Don’t Send It Chapter 9: Leave Yourself Room to Concede to Close the Deal Chapter 10: The Five F’s to Ensure You Are a Fearless Negotiator Acknowledgments About the Author Index
520			_aWith Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.
650			_aNegotiation _9353
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