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Sto caricando le informazioni... Mastering Business Negotiation : A Working Guide to Making Deals and Resolving Conflictdi Roy J. Lewicki
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Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success Non sono state trovate descrizioni di biblioteche |
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 Google Books — Sto caricando le informazioni...GeneriSistema Decimale Melvil (DDC)658.4052Technology Management and auxiliary services Management ExecutiveClassificazione LCVotoMedia: (5)
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Roy J. Lewicki, a business professor at Ohio State University and Alexander Hiam, a consultant, argue to master every negotiating opportunity and resolve conflicts, you need to adjust your approach. By considering the importance of both outcome and relationship, you can adapt your tactics to the situation.
The following strategies can be adapted:
• Avoiding – otherwise known as Lose – Lose. The priorities for both the relationship and the result are low. Neither is important enough to pursue the conflict further.
• Accommodating – otherwise known as Lose to Win. Importance of relationship is high; importance of the result is low.
• Competing – otherwise known as Win to Lose. Importance of result is high; importance of relationship is low.
• Collaborating – otherwise known as Win – Win. Importance of result and relationship is high.
• Compromising – otherwise known as Split the Difference. A combination approach.
The authors state it is important to prepare for the negotiations. They offer an eight step method:
1. Define the issues and goals.
2. Order the issues and agenda.
3. Analyze the other party.
4. Define the underlying interests.
5. Consult with interested parties.
6. Set goals for the process and outcome.
7. Identify you own limits.
8. Develop supporting arguments.
As you interact with the other party, it is important to recognize that everything you do and every decision you make is part of the negotiation. The authors advise following these rules to pilot the middle ground in a competitive negotiation.
1. Stick to your planned target and walk-away points.
2. Do not reveal your target until you are close.
3. Never reveal your walk-away point.
4. Get the other party to make big concessions.
5. Keep your concessions few, slow and small.
6. Investigate the other party’s level of concern for the outcome.
This book is an invaluable resource for anyone facing a negotiation. And who isn’t? The skills and techniques discussed by the authors will prepare everyone, from the high-powered business executive to the person facing informal day-to-day challenges of selling, buying and getting along with colleagues.
Penned by the Pointed Pundit
February 19, 2007
3:04:22 PM (