Negotiate Without Fear

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.

Auteur

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.

Texte du rabat

PRAISE FOR DR. MEDVEC AND NEGOTIATE WITHOUT FEAR

Vicki's strategies have helped me succeed in some of the most complex negotiations I have encountered across my career. Her focus on addressing the needs of the other side makes her strategies particularly powerful.
MATTHEW SHATTOCK, Former CEO of Beam Suntory; Non-Executive Director of the Clorox Company; Non-Executive Director of the VF Corporation; Chairman of Domino's Pizza Group p/c Board

When I met Vicki, I thought I knew a lot about how to negotiate. As a leader at Microsoft and IBM, I negotiated all the time. Vicki taught me strategies I never even knew existed and highlighted the traps that expert negotiators encounter. I have consistently brought her into my organizations to raise the capabilities of my teams and increase our success.
GERRI ELLIOTT, Executive Vice President, Chief Sales and Marketing Officer for Cisco

From the first chapter to the last, Vicki will guide you step-by-step with tangible tools that will help anyone break their old patterns and start negotiating from a place of confidence and strength. Vicki is one of the smartest and most remarkable women I know, this book is like having this wise and brilliant advisor right on your shoulder.
TARA MONTGOMERY, Executive Producer, OWN / Apple TV+

Every business-to-business seller and marketer should read this book. It provides the best, the most complete, and rigorous approach to managing complex account management of which I am aware. It is an extraordinary book about negotiation, but it covers all aspects of relationship building, pricing, and selling.
BENSON P. SHAPIRO, Malcom P. McNair Professor of Marketing, Emeritus, Harvard Business School

Vicki has advised me on many of my most difficult negotiations. Even as I have over 30 years of experience in high-stakes negotiations, having her voice in my mind always leads to a better outcomefor both sides. Go firstoffer multiple optionsmake it about them, not you. Vicki's timeless touchstones have become the foundation of my negotiation approach.
MICHELLE SEITZ, Chairman and CEO, Russell Investments; Director, Sana Biotechnology

Résumé

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.

Contenu

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