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9781119719090

Negotiate without Fear Strategies and Tools to Maximize Your Outcomes

by
  • ISBN13:

    9781119719090

  • ISBN10:

    1119719097

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2021-07-14
  • Publisher: Wiley
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What is included with this book?

Summary

The tools you need to maximize success in any negotiation, at any level

With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations.

Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to:

  • Put the right issues on the table by defining your objectives for the negotiation
  • Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want
  • Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA)
  • Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs)

Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.

Author Biography

Dr. Victoria Medvec is a leading global expert in negotiation strategy, corporate governance, and decision-making. As the CEO of the boutique advisory firm Medvec & Associates, she has advised and trained employees for over 900 clients, including Google, GE, McKinsey, BlackRock, Goldman Sachs, and many other Fortune 2 to Fortune 500 companies. She trains over 11,000 per year, many of whom are senior and C-suite level leaders.
Dr. Medvec is the Adeline Barry Davee Professor of Management and Organizations at the Kellogg School of Management at Northwestern University. She is also the co-founder and Executive Director of Kellogg’s Center for Executive Women, where she created the Women Director Development Program and has helped to prepare more than 800 senior executive women for roles on boards. Her research has been published in top academic journals and highlighted in the Wall Street Journal, the New York Times, the Washington Post, and The Today Show, among others. She speaks across the country on topics relating to women in leadership, corporate governance, and board decision making.

Table of Contents

Chapter 1: Take the Fear Out of Negotiation

Chapter 2: Put the Right Issues on the Table

Chapter 3: Build Your BATNA

Chapter 4: Define Your Reservation Point

Chapter 5: Establish an Ambitious Goal

Chapter 6: Make the First Offer, and Craft a Compelling Message

Chapter 7: Reinforce Your Message with a Multiple Offer

Chapter 8: Say It, Don’t Send It

Chapter 9: Leave Yourself Room to Concede to Close the Deal

Chapter 10: The Five F’s to Ensure You Are a Fearless Negotiator

Acknowledgments

About the Author

Index

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