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    Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book)
    Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book)
    Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book)
    Ebook39 pages22 minutes

    Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book)

    By BusinessNews Publishing

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    About this ebook

    The must-read summary of Brian Dietmeyer and Rob Kaplan's book: "Strategic Negotiation: A Breakthrough 4-Step Process for Effective Business Negotiation".

    This complete summary of the ideas from Brian Dietmeyer and Rob Kaplan's book "Strategic Negotiation" shows that negotiating effectively isn't really an art. It is a science or process that can and should be systemised as deals are becoming more and more complex. In their book, the authors provide a formal four-step process for strategic negotiation which will take the guesswork out of negotiating and enable you to blueprint each transaction. This summary explains each of these steps and how you can apply them.

    Added-value of this summary:
    • Save time
    • Understand key concepts
    • Improve your negotiation skills

    To learn more, read "Strategic Negotiation" and discover the key to becoming a world-class negotiator.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateOct 14, 2014
    ISBN9782511018279
    Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book)

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      Book preview

      Strategic Negotiation (Review and Analysis of Dietmeyer and Kaplan's Book) - BusinessNews Publishing

      Book Presentation

      Strategic Negotiation by Brian Dietmeyer and Rob Kaplan

      Book Abstract

      About the Author

      Important Note About This Ebook

      Summary of Strategic Negotiation (Brian Dietmeyer and Rob Kaplan)

      Preliminary: Establish Goals

      Step #1: Estimate

      Step #2: Validate

      Step #3: Create Value

      Step #4: Divide Value

      Putting It All Together: An Organization-Wide Negotiation Strategy

      Book Abstract

      MAIN IDEA

      Negotiating effectively isn’t really an art. Instead, it is a science or a process that can and should be systemized because:

      Deals these days are becoming far more complex than in earlier times.

      More professional buyers are in the marketplace now and these buyers are trained to see negotiation as a process.

      Few firms think long-term which means their competitive behavior is becoming increasingly irrational.

      There is much more internal negotiation going on now within companies than previously occurred.

      As a result, a formal four-step strategic negotiation process has been developed which will take the guess workout of negotiating and enable you to blueprint every negotiation. This strategic negotiation process consist of four steps and one important but often neglected preliminary activity:

      To become a world-class negotiator, follow this template for each and every negotiation you participate in.

      About the Author

      BRIAN DIETMEYER is a senior partner and managing director of Think Inc!, a consulting firm which specializes in developing negotiation solutions. He has more than 20 years experience in sales and sales management and lectures to business professionals worldwide on negotiation, marketing and business-to-business research.

      ROB KAPLAN runs his own literary services firm. He has

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