book

Negotiate Without Fear

by Victoria Medvec

July 2021

Intermediate to advanced

256 pages

7h 17m

English

Wiley

Audiobook available

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Generating the IssuesDeveloping Your Objectives and Negotiable Issues for a Customer NegotiationBuild the RelationshipDifferentiate Your Company, Product, or ServiceHighlight Your Company's ExpertiseExpand Your Footprint Within the Customer's BusinessMaximizing MarginIssue MatrixSummary
Build Your BATNA SimultaneouslyRFPs and RFQsGenerating BATNA in Our Everyday LivesSummary
Your BATNA vs. Your Reservation PointThe Importance of Knowing Your Reservation PointAn Individual's Reservation Point vs. the Company's Reservation PointDetermining Your Reservation Point Across All IssuesScoring ToolsSummary
The Importance of the GoalWhy People Do Not Establish Ambitious GoalsThe Bargaining ZoneAre You Rewarding People Who Establish Ambitious Goals?Goals Should Be Based on the Weakness of the Other Side's BATNAA BATNA Analysis ToolSetting Goals in Everyday NegotiationsPower AnalysisSummary
Why You Should LeadAdvantages of Making the First OfferWhy Do People Want to Let the Other Side Lead?An Information Asymmetry Between Buyers and SellersHow Aggressive Should My Offer Be?Craft a Compelling MessageSummary

What Is a MESO?Why Three Offers Rather Than One?Make an Offer More RapidlyHow to Structure Multiple Offers to Communicate the Strongest MessageThe Elbow IssueEnhancing Your Story with a Contingent AgreementDeploying MESOs to Win in Competitive Bidding SituationsSummary
Negotiate in a Synchronous ChannelHow to Be Synchronous in a World Where We Cannot Be in PersonWhat to Do When You Are Forced into an Asynchronous ChannelWhat to SaySummary
The Importance of ConcessionsPackage DealsWhat If the Other Side Goes First?Conceding When You Have Multiple Offers on the TableOvercoming ObjectionsKnowing Your Reservation PointSummary
Chapter 1Chapter 2Chapter 3Chapter 4Chapter 5Chapter 6Chapter 7Chapter 8Chapter 9

Overview

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.