Fear impedes negotiators' success in all types of negotiations and hinders negotiators at all levels.This book will provide a tool-based strategy that readers at all levels can deploy to increase confidence, become fearless negotiators, and maximize negotiation success. Novice negotiators are often fearful because of their inexperience, while seasoned negotiators are fearful because they have so much to lose if the deal falls apart.
Included will be unique, proprietary negotiation strategies that Dr. Medvec has developed over her 20+ years advising companies in all types of negotiations. These include Medvec's novel method to connect one's objectives to negotiable issues, an Issue Matrix to analyze the issues being negotiated and evaluate if the right issues are on the table, a proprietary BATNA Analysis Tool, a unique architecture for creating multiple equivalent simultaneous offers (MESOs) in a negotiation.
- ISBN10 1119719097
- ISBN13 9781119719090
- Publish Date 13 July 2021 (first published 28 April 2021)
- Publish Status Forthcoming
- Publish Country US
- Imprint John Wiley & Sons Inc
- Format Hardcover
- Pages 256
- Language English