A complete, step-by-step guide to mastering the art of negotiating Negotiating is something we all do every day of our lives, not just professionally but in our personal lives as well. Negotiation skills are an important determinant of success. Now, from a leading figure in negotiation and conflict management, here is a practical guide to becoming a successful strategic negotiator. Roy Lewicki schools readers in a rational systematic approach to negotiations-both the occasional formal ones and the far more common informal ones that fill our days and affect the quality of our lives and work. Step-by-step he takes them through the entire process, along the way imparting his coveted advice and guidance and describing proven techniques for effectively analyzing strategic issues, selecting a suitable strategy, planning the negation process, managing the negotiation process, and fine-tuning strategic negotiating skills.
* A practical step-by-step guide to negotiating strategically from a leading name in negotiating and conflict resolution * Outlines techniques for assessing opponents, using power, recognizing and dealing with traps, reducing conflict, and more * Uses real-life case studies, vignettes, and scenarios to vividly illustrate each point covered ROY LEWICKI (Columbus, Ohio) is a Professor at Ohio State University and a consultant on negotiating and conflict resolution for many leading companies, including Eli Lilly, Price Waterhouse, and The Young President's Organization. ALEXANDER HIAM (Amherst, Massachusetts) is a business consultant and co-author of The Portable MBA in Marketing.
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.
Legal and Ethical Issues.
"The More the Merrier": Negotiating through Representatives andTeams.
Mastering Strategic Negotiation.