Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes

Authoritative and practical resource for eliminating the fear that impedes success in negotiation, based on decades of advising Fortune 500 clients. Provides unique and proprietary strategies for increasing negotiating confidence and maximizing success. Suitable for executives, dealmakers, and individuals negotiating for themselves.

Format: Hardback
Length: 256 pages
Publication date: 16 August 2021
Publisher: John Wiley & Sons Inc

With 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 comprehensive book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear empowers readers at all levels of negotiation skill 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.

Weight: 446g
Dimension: 160 x 236 x 25 (mm)
ISBN-13: 9781119719090