文档介绍：Strategic Negotiation--ABreakthrough Process for Effective Business Negotiation ***@Team LiB
Table Of Contents
1. Table of Contents 4
2. BackCover 5
3. Strategic Negotiation--A Breakthrough Process for Effective Business Negotiation 5
4. Foreword 7
5. Part One: The Basics 8
Chapter 1: Why aProcess? 8
WHAT A STRATEGIC NEGOTIATION PROCESS CAN'T DO FOR YOU 12
WHY THIS BOOK 14
Chapter 2: The egotiation Process 14
THE STRATEGIC NEGOTIATION PROCESS 18
Chapter 3: Establishing aNegotiation Goal 23
GOALS 24
AN MON GOAL 26
THE " MYTH OF THE FIXED PIE " 28
BEST PRACTICES REVIEW 31
MISTAKES TO AVOID 31
6. Part Two: The Process 31
Chapter 4: Step One:Estimating the Blueprint 32
THE CONSEQUENCES OF NO AGREEMENT ESTIMATION 34
BEST PRACTICES REVIEW 48
MISTAKES TO AVOID 48
Chapter 5: Step One:Estimating the Blueprint 48
CREATING VALUE 49
THE WISH LIST ESTIMATION 52
BEST PRACTICES REVIEW 60
MISTAKES TO AVOID 60
Chapter 6: Step Two:Validating the Estimation 60
IT'S ALL ABOUT KNOWLEDGE 61
VALIDATING THE CONSEQUENCES OF NO AGREEMENTESTIMATION 64
VALIDATING THE WISH LIST ESTIMATION 66
BEST PRACTICES REVIEW 67
MISTAKES TO AVOID 67
Chapter 7: Step Two:Validating the Estimation 68
VALIDATING THE CONSEQUENCES OF NO AGREEMENT ESTIMATION 69
VALIDATING THE WISH LIST ESTIMATION 74
BEST PRACTICES REVIEW 78
MISTAKES TO AVOID 79
Chapter 8: Step Two:Validating the Estimation 79
ANCHORING 80
THE VALIDATION MEETING 84
BEST PRACTICES REVIEW 89
MISTAKES TO AVOID 90
Chapter 9: Step Three:Using the Blueprint to Create Value 90
DEVELOPING MULTIPLE EQUAL OFFERS 91
BEST PRACTICES REVIEW 99
MISTAKES TO AVOID 99
Chapter 10: Step Four:Using the Blueprint to Divide Value 99
THE MULTIPLE EQUAL OFFERS PRESENTATION 101