Overview

"We first published Negotiate Wisely in 2004 after years of coaching and participating in business negotiations. We felt it was time to re-release this book to reinforce what works and to add a few updates as we have continued to learn and expand. Before and since 2004 we had written a wealth of material in articles and workbooks used to provide advice and negotiation training to our clients. This book is a result of pulling together all the work and expanding it into a practical guide to the discipline of business negotiations. It is written using a building block approach. First, we build a solid base of what you need to know. Then, we expand the base through practical examples and deal forensics. Finally, we add chapters on tools, techniques, tactics, and teamwork designed to provide you with the means to obtain the transaction results and relationships you desire.The design of this book should encourage you to use it as a negotiation reference guide. For example, if you are in the middle of your negotiation and you think the other side is ""gaming"" you, go to Chapter 13 on Tactics. Or, if your internal teamwork is not working the way you think it should, go to Chapter 15 on Teamwork and get the reminders you need. Most importantly, if you are having difficulties creating your initial offer, go to Chapter 7. And, if you are having trouble articulating the value for the offer you have made, refer to Chapter 4 before you continue. Negotiate Wisely will see you through your most challenging business opportunities. To that end, we hope that you will come back to it time and time again. Mladen D. Kresic"

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9780996878906

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"""An action-packed read with lots of real-life examples. This building block approach to business negotiations guides us through all the practical techniques we need that improve our results."" Michael Meriton, President and CEO, Financial Technologies International, Inc. ""Mladen and Harvey are master practitioners of negotiations. They have succeeded in creating a practical primer for leaders, negotiators and sales people on one of the most important topics for anyone in business."" Keith Blackwell, Founder, Chairman and CEO, Bristol Technology, Inc. (now part of HP) ""Negotiation is a discipline that can be learned and practiced. Blending personal traits and psychological factors involved in negotiations with business knowledge makes Negotiate Wisely a compelling and seminal work on the subject."" Richard J. Kaplan, Vice President and Assistant Vice President and General Counsel, IBM Global Services ""K&R has put the science to the art of negotiation. A must read for companies and individuals who wish to improve their results in specific opportunities and more importantly, those who look for skills that help them shape enduring and profitable business relationships."" Patrick Hennessy President, Vertical Markets, Merkle Inc. ""Kresic and Rosen created a joy to read book from beginning to end. As you progress, you realize you have in your hands the genuine Bible of effective and successful negotiations. You will learn a lot from Negotiate Wisely."" Tom McClain, Retired CEO E-Commerce And I.T., Spencer Trask, Executive VP, Dun & Bradstreet"

An action-packed read with lots of real-life examples. This building block approach to business negotiations guides us through all the practical techniques we need that improve our results. Michael Meriton, President and CEO, Financial Technologies International, Inc. Mladen and Harvey are master practitioners of negotiations. They have succeeded in creating a practical primer for leaders, negotiators and sales people on one of the most important topics for anyone in business. Keith Blackwell, Founder, Chairman and CEO, Bristol Technology, Inc. (now part of HP) Negotiation is a discipline that can be learned and practiced. Blending personal traits and psychological factors involved in negotiations with business knowledge makes Negotiate Wisely a compelling and seminal work on the subject. Richard J. Kaplan, Vice President and Assistant Vice President and General Counsel, IBM Global Services K&R has put the science to the art of negotiation. A must read for companies and individuals who wish to improve their results in specific opportunities and more importantly, those who look for skills that help them shape enduring and profitable business relationships. Patrick Hennessy President, Vertical Markets, Merkle Inc. Kresic and Rosen created a joy to read book from beginning to end. As you progress, you realize you have in your hands the genuine Bible of effective and successful negotiations. You will learn a lot from Negotiate Wisely. Tom McClain, Retired CEO E-Commerce And I.T., Spencer Trask, Executive VP, Dun & Bradstreet

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