Strategic Negotiation: A Breakthrough 4-Step Process for Effective Business Negotiation

by Brian J. Dietmeyer

Book Overview

Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0793183049
• ISBN13: 9780793183043
• Release Date: June 2004
• Publisher: Dearborn Trade
• Length: 207 Pages
• Weight: 1.00 lbs.
• Dimensions: 0.7" x 6.4" x 9.4"

Customer Reviews

puts a process around instinctive negotiating

Brian provides a clear method of putting yourself on the other side of the table. He allows you to go into a negotiation with a larger opportunity and insures that you will maintain the maximum value. you will identify tactics you have been using instinctively and puts a process around them. Several big "AHA's"

The Sun Tzu of Negotiating!

"The `Art of Negotiating' has been significantly redefined! This remarkable book provides a simplistic four step process that will prove to be an asset to amateurs and experts alike. Mr. Dietmeyer has created a strategy that can be implemented effectively to all types of negotiating. Before you head to the bargaining table again be sure to have this with you!"

Exceptional....and it works!

This book was exceptional! I have always considered sales negotiation to be " a necessary evil" of selling. This book helped me to realize that sales negotiation is an easy to understand repeatable & measurable process focused on what you "do" rather than what you "say". What I didn't expect was how well the 4 step strategic negotiation process fit within my existing sales process and takes it to a whole new level of value.Specific areas within the book that immediately helped: *BUILDS CUSTOMER RELATIONSHIPS: How the Strategic Negotiation Process builds the customer relationship not make it tense or adversarial. (The last book I read on negotiation offered 135 tactics and countermeasures on negotiation...how do you build a positive relationship by being reactive?)*NEGOTIATION BLUEPRINT: The CNA (Consequences of No Agreement)and Trade Analysis shed a completely different view of the sales opportunity helping my team realize what the real opportunity was. *WORKSHEETS: The worksheets spread throughout the book allowed my team to work a specific and challenging deal we were probably not going to win. As a result of using the process we were able to analyze the CNA, expand the ($)deal, trade a few high value items to both sides. As result our competition can no longer compete, the deal promotes a longer term, more valuable relationship to both sides.*THE 4 STEP PROCESS: As mentioned earlier...the negotiation process Deitmeyer details in the book blends well with our current sales process (we now call it the sales process on steriods) Each step builds from the previous helping my team recognize what and where the vulnerabilities are allowing us to focus in the right places with the right people on the right issues.

Practical, Cutting Edge tips for Survival in todays economy!

This is the first book I've read on the issue of negotiation. The book is easy to read, and the author uses good, solid examples to illustrate the techniques they are teaching. The writing style is clean, clear, and simple, without being so simplistic as to seem unbelieveable.The author tries to show readers how to remain objective in negotiations, rather than letting their emotions take control. The speak of being "soft on people and hard on principles", the idea of staying focussed on the problem and not attacking or blaming people. The parts I found most useful are the notions of focussing on interests rather than positions, and finding alternatives that will allow both parties in the negotiation to gain something. The idea of moving away from positions to finding the common ground of shared interests is one that is particularly useful in that it can be applied to any situation, be it a parent/child conflict, a work situation, or any negotiation. This concept shows readers how to focus on their long term goals rather than on being "right" and winning in the short term.I have used the techniques in this book to great success many times, in a variety of areas in my life from work to family. They are easy to use, and they work! I highly reccommend this classic text to everyone.

Put it to use immediately!

This is a great read. It's easy to understand, makes a ton of sense, and flows exceptionally well. I never realized that negotiation could be so rational and simplified into an easy-to-use approach. I always thought it was about my particular behavior or tactical skill level. I particularly like the 'best practice' review and 'common mistakes to avoid' included in each chapter. There is just enough detail to understand and then practice the concepts easily. The books even outlines the questioning techniques that any good salesperson should be asking in order to get to the 'right' information to proactively manage a negotiation....from the CUSTOMER's viewpoint. The organizational examples given are universal from any business standpoint. Have never considered Negotiation a 'process', this is truly excellent cutting edge stuff!