Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes

ISBN-13: 9781119719090 / Angielski / Twarda / 2021 / 256 str.

Victoria Medvec

Spis treści

Chapter 1: Take the Fear Out of NegotiationChapter 2: Put the Right Issues on the TableChapter 3: Build Your BATNAChapter 4: Define Your Reservation PointChapter 5: Establish an Ambitious GoalChapter 6: Make the First Offer, and Craft a Compelling MessageChapter 7: Reinforce Your Message with a Multiple OfferChapter 8: Say It, Don't Send ItChapter 9: Leave Yourself Room to Concede to Close the DealChapter 10: The Five F's to Ensure You Are a Fearless NegotiatorAcknowledgmentsAbout the Author Index

O autorze

VICTORIA H. MEDVEC, PHD, is a leading global expert on negotiation strategy, corporate governance, and decision-making. She is CEO of Medvec & Associates, a boutique advisory firm with a client list that includes Google, GE, McKinsey, BlackRock, and Goldman Sachs. She is the Adeline Barry Davee Professor of Management and Organizations at the Kellogg School of Management at Northwestern University.