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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Brian Dietmeyer and Rob Kaplan's book: "Strategic Negotiation: A Breakthrough 4-Step Process for Effective Business Negotiation".
This complete summary of the ideas from Brian Dietmeyer and Rob Kaplan's book "Strategic Negotiation" shows that negotiating effectively isn't really an art. It is a science or process that can and should be systemised as deals are becoming more and more complex. In their book, the authors provide a formal four-step process for strategic negotiation which will take the guesswork out of negotiating and enable you to blueprint each transaction. This summary explains each of these steps and how you can apply them.
Added-value of this summary:
• Save time
• Understand key concepts
• Improve your negotiation skills
To learn more, read "Strategic Negotiation" and discover the key to becoming a world-class negotiator.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 32
Veröffentlichungsjahr: 2014
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Book PresentationStrategic Negotiation by Brian Dietmeyer and Rob Kaplan
Book Abstract
About the Author
Important Note About This Ebook
Summary of Strategic Negotiation (Brian Dietmeyer and Rob Kaplan)
Preliminary: Establish Goals
Step #1: Estimate
Step #2: Validate
Step #3: Create Value
Step #4: Divide Value
Putting It All Together: An Organization-Wide Negotiation Strategy
Book PresentationStrategic Negotiation by Brian Dietmeyer and Rob Kaplan
Book Abstract
MAIN IDEA
Negotiating effectively isn’t really an art. Instead, it is a science or a process that can and should be systemized because:
Deals these days are becoming far more complex than in earlier times.More professional buyers are in the marketplace now and these buyers are trained to see negotiation as a process.Few firms think long-term which means their competitive behavior is becoming increasingly irrational.There is much more internal negotiation going on now within companies than previously occurred.As a result, a formal four-step strategic negotiation process has been developed which will take the guess workout of negotiating and enable you to blueprint every negotiation. This strategic negotiation process consist of four steps and one important but often neglected preliminary activity:
To become a world-class negotiator, follow this template for each and every negotiation you participate in.
About the Author
BRIAN DIETMEYER is a senior partner and managing director of Think Inc!, a consulting firm which specializes in developing negotiation solutions. He has more than 20 years experience in sales and sales management and lectures to business professionals worldwide on negotiation, marketing and business-to-business research.
ROB KAPLAN runs his own literary services firm. He has previously served as editor-in-chief and publisher of AMACON Books and in senior-level editorial positions with major publishers.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Strategic Negotiation (Brian Dietmeyer and Rob Kaplan)
Preliminary: Establish Goals
Before you attempt to negotiate anything, stop and quantify exactly what you’re attempting to accomplish. Think about what you want to achieve before you start determining how to go about achieving it to stay headed in the right direction.
Most people plunge right into the back-and-forth details of a negotiation without first taking the time to consider why the negotiation is important. This is because people tend to approach negotiations tactically rather than strategically. They are more concerned about getting to where they’re going than they are where they actually want to end up.
If you have no negotiation goals:
You can waste a lot of time and effort bargaining hard for items which later turn out to be of little or no value.You can damage your long-term relationship with the other party for a few concessions that turn out to be worthless.You won’t be able to recognize a good deal when you see it.Ultimately, your goal in any negotiation will be easily stated:
“To create joint value for both parties and then divide it in such a way that the ongoing relationship is strengthened rather than weakened or diluted.”
