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Negotiate Without Fear Victoria Medvec

Negotiate Without Fear By Victoria Medvec

Negotiate Without Fear by Victoria Medvec


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Negotiate Without Fear Summary

Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes by Victoria Medvec

The tools you need to maximize success in any negotiation, at any level

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 book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations.

Negotiate Without Fear provides readers at all levels of negotiation skill the ability 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.

About Victoria Medvec

VICTORIA H. MEDVEC, PHD, is a leading global expert on negotiation strategy, corporate governance, and decision-making. She is CEO of Medvec & Associates, a boutique advisory firm with a client list that includes Google, GE, McKinsey, BlackRock, and Goldman Sachs. She is the Adeline Barry Davee Professor of Management and Organizations at the Kellogg School of Management at Northwestern University.

Table of Contents

Chapter 1: Take the Fear Out of Negotiation

Chapter 2: Put the Right Issues on the Table

Chapter 3: Build Your BATNA

Chapter 4: Define Your Reservation Point

Chapter 5: Establish an Ambitious Goal

Chapter 6: Make the First Offer, and Craft a Compelling Message

Chapter 7: Reinforce Your Message with a Multiple Offer

Chapter 8: Say It, Don't Send It

Chapter 9: Leave Yourself Room to Concede to Close the Deal

Chapter 10: The Five F's to Ensure You Are a Fearless Negotiator

Acknowledgments

About the Author

Index

Additional information

GOR011976422
9781119719090
1119719097
Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes by Victoria Medvec
Used - Like New
Hardback
John Wiley & Sons Inc
20210816
256
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
The book has been read, but looks new. The book cover has no visible wear, and the dust jacket is included if applicable. No missing or damaged pages, no tears, possible very minimal creasing, no underlining or highlighting of text, and no writing in the margins

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