Textbooks Negotiating for Success: Essential Strategies and Skills Mobi Read Apps Download We all negotiate on a daily basis. Hand of ♚George Siedel♚ We negotiate with our spouses, children, parents and friends. Hand of ♚George Siedel♚ We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. Hand of ♚George Siedel♚ Your ability to negotiate might even be the most important factor in your career advancement. Hand of ♚George Siedel♚ Negotiation is also the key to business success. Hand of ♚George Siedel♚ No organization can survive without contracts that produce profits. Hand of ♚George Siedel♚ At a strategic level, businesses are concerned with value creation and achieving competitive advantage. Hand of ♚George Siedel♚ But the success of high-level business strategies depends on contracts made with suppliers, customers and other stakeholders. Hand of ♚George Siedel♚ Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. Hand of ♚George Siedel♚ This book is designed to help you achieve success in your personal negotiations and in your business transactions. Hand of ♚George Siedel♚ The book is unique in two ways. Hand of ♚George Siedel♚ First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. Hand of ♚George Siedel♚ This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. Hand of ♚George Siedel♚ The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Hand of ♚George Siedel♚ Second, the book is unique in its holistic approach to the negotiation process. Hand of ♚George Siedel♚ Other books often focus narrowly either on negotiation or on contract law. Hand of ♚George Siedel♚ Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. Hand of ♚George Siedel♚ These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Hand of ♚George Siedel♚ Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. Hand of ♚George Siedel♚ In the real world, the contracting process is not divided into independent phases. Hand of ♚George Siedel♚ What happens during a negotiation has a profound impact on the contract and on the performance that follows. Hand of ♚George Siedel♚ The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. Hand of ♚George Siedel♚ This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. Hand of ♚George Siedel♚ A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. Hand of ♚George Siedel♚ As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. Hand of ♚George Siedel♚ With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
- Author≣George Siedel_Books
- Publisher≣Van Rye Publishing, LLC
- ISBN 10≣0990367193
- ISBN 13≣9780990367192