Think Before You Speak Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Heres an outline of how Think Before You Speak leads you through the strategic negotiation process:
Think Before You Speak Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Heres an outline of how Think Before You Speak leads you through the strategic negotiation process:
ROY J. LEWICKI is Professor of Management and Human Resources atthe College of Business at Ohio State University, and a negotiationand conflict management consultant to many organizations, includingEli Lilly, Price Waterhouse, LLP, and the Young President'sOrganization. He is the author of Negotiating, Research onNegotiation in Organizations, and other text and professional bookson negotiating. ALEXANDER HIAM is a business consultant and author. His booksinclude The Portable MBA in Marketing (Wiley); Closing the QualityGap: Lessons from America's Leading Companies; Vest PocketMarketer: Classic Marketing Tools for Executives; and Vest PocketCEO: Decision- Making Tools for Executives. Karen Wise Olander is a communications specialist and freelancewriter. She has authored numerous articles and training manuals, and coauthored (with Hiam) The Prentice Hall Handbook ofEntrepreneurship and Small Business Management.
Inhaltsangabe
The Advantage of Strategy.
Assessing Your Position.
Assessing the Other Party.
Context and Power.
Selecting a Strategy.
Implementing a Competitive Strategy.
Implementing a Collaborative Strategy.
Alternative Strategies: Accommodating, Avoiding,Compromising.
Understanding and Dealing with Traps and Biases inNegotiation.
Conflict Reduction: From Opponent to Collaborator.
When and How to Use Third-Party Help.
Communication Skills.
Legal and Ethical Issues.
"The More the Merrier": Negotiating through Representatives andTeams.
