• ISBN13: 9780471013211
• Binding: Hardcover
• Subject: N/A
• Publisher: Wiley
• Publisher Imprint: Wiley
• Publication Date: April 12, 1996
• Pages: 304
• Original Price: USD 63.0
• Language: English
• Edition: N/A
• Item Weight: 635 grams
• BISAC Subject(s): Leadership, Negotiating, and Entrepreneurship

From the Back Cover
Think Before You Speak

Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Here's an outline of how Think Before You Speak leads you through the strategic negotiation process:

CHAPTER & TOPIC

1. Overview/Plan
2. Assess Your Position
3. Assess Other Party
4. Analyze Context
5. Selecting a Strategy
6. Competition
7. Collaboration
8. Other Strategies
9. Building Collaboration
10. Resolving Conflict
11. Third Party Help
12. Communicating
13. Legal/Ethical Issues
14. Multiple Parties
15. Global Negotiation
16. Improving Negotiation

STEP IN PROCESS

• ANALYZE STRATEGIC ISSUES
• SELECT A STRATEGY
• INITIATE THE NEGOTIATION PROCESS
• MANAGE THE NEGOTIATION PROCESS
• OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE

Practical, authoritative, and comprehensive, Think Before You Speak gives you the tools to handle any negotiation with confidence.

ROY J. LEWICKI is Professor of Management and Human Resources atthe College of Business at Ohio State University, and a negotiationand conflict management consultant to many organizations, includingEli Lilly, Price Waterhouse, LLP, and the Young President'sOrganization. He is the author of Negotiating, Research onNegotiation in Organizations, and other text and professional bookson negotiating.

ALEXANDER HIAM is a business consultant and author. His booksinclude The Portable MBA in Marketing (Wiley); Closing the QualityGap: Lessons from America's Leading Companies; Vest PocketMarketer: Classic Marketing Tools for Executives; and Vest PocketCEO: Decision- Making Tools for Executives.

Karen Wise Olander is a communications specialist and freelancewriter. She has authored numerous articles and training manuals, and coauthored (with Hiam) The Prentice Hall Handbook ofEntrepreneurship and Small Business Management.