Summary : Strategic Negotiation - Brian Dietmeyer And Rob Kaplan
BusinessNews Publishing
This work offers a summary of the book "STRATEGIC NEGOTIATION: A Breakthrough 4-Step Process for Effective Business Negotiation" by Brian Dietmeyer and Rob Kaplan.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. Rob Kaplan runs his own literary services firm. In Strategic Negotiation, they argue that negotiating effectively isn't really an art. Instead, it is a science or a process that can and should be systemized because: of different reasons and notably because deals these days are becoming far more complex than in earlier times.As a result, a formal four-step strategic negotiation process has been developed which will take the guesswork out of negotiating and enable you to blueprint every negotiation. This strategic negotiation process consists of four steps and one important but often neglected preliminary activity: to establish goals.According to Strategic Negotiation, if you follow this four-step template for each and every negotiation you participate in, you will become a world-class negotiator.
