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Maximize your negotiation success with insights from a master negotiator and Kellogg professor, Victoria Medvec. This practical resource addresses the fear that often hinders effective negotiation. Readers will uncover unique strategies developed over decades of advising Fortune 500 clients in high-stakes negotiations. The book empowers individuals at all negotiation skill levels to boost their confidence and outcomes. Key learning points include: identifying and defining your objectives to ensure the right issues are on the table; using an Issue Matrix to analyze negotiation topics effectively; setting ambitious goals through a proprietary tool that reveals weaknesses in the opposing side's best alternative (BATNA); and employing a distinctive method for crafting and presenting Multiple Equivalent Simultaneous Offers (MESOs). This guide is essential for executives and dealmakers, as well as individuals negotiating for personal interests in everyday situations. It serves as an invaluable resource for anyone looking to enhance their negotiating abilities and achieve success across various contexts.
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Negotiate Without Fear, Victoria Medvec
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- Année de publication
- 2021
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