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Negotiate Without Fear

Release Date: 2021/07/01
ISBN: 9781119719090
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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.

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Dedication
  5. 1 Take the Fear Out of Negotiation
  6. 2 Put the Right Issues on the Table
    1. Generating the Issues
    2. Developing Your Objectives and Negotiable Issues for a Customer Negotiation
    3. Build the Relationship
    4. Differentiate Your Company, Product, or Service
    5. Highlight Your Company's Expertise
    6. Expand Your Footprint Within the Customer's Business
    7. Maximizing Margin
    8. Issue Matrix
    9. Summary
  7. 3 Build Your BATNA
    1. Build Your BATNA Simultaneously
    2. RFPs and RFQs
    3. Generating BATNA in Our Everyday Lives
    4. Summary
  8. 4 Define Your Reservation Point
    1. Your BATNA vs. Your Reservation Point
    2. The Importance of Knowing Your Reservation Point
    3. An Individual's Reservation Point vs. the Company's Reservation Point
    4. Determining Your Reservation Point Across All Issues
    5. Scoring Tools
    6. Summary
  9. 5 Establish an Ambitious Goal
    1. The Importance of the Goal
    2. Why People Do Not Establish Ambitious Goals
    3. The Bargaining Zone
    4. Are You Rewarding People Who Establish Ambitious Goals?
    5. Goals Should Be Based on the Weakness of the Other Side's BATNA
    6. A BATNA Analysis Tool
    7. Setting Goals in Everyday Negotiations
    8. Power Analysis
    9. Summary
  10. 6 Make the First Offer and Craft a Compelling Message
    1. Why You Should Lead
    2. Advantages of Making the First Offer
    3. Why Do People Want to Let the Other Side Lead?
    4. An Information Asymmetry Between Buyers and Sellers
    5. How Aggressive Should My Offer Be?
    6. Craft a Compelling Message
    7. Summary
  11. 7 Reinforce Your Message with a Multiple Offer
    1. What Is a MESO?
    2. Why Three Offers Rather Than One?
    3. Make an Offer More Rapidly
    4. How to Structure Multiple Offers to Communicate the Strongest Message
    5. The Elbow Issue
    6. Enhancing Your Story with a Contingent Agreement
    7. Deploying MESOs to Win in Competitive Bidding Situations
    8. Summary
  12. 8 Say It, Don't Send It
    1. Negotiate in a Synchronous Channel
    2. How to Be Synchronous in a World Where We Cannot Be in Person
    3. What to Do When You Are Forced into an Asynchronous Channel
    4. What to Say
    5. Summary
  13. 9 Leave Yourself Room to Concede to Close the Deal
    1. The Importance of Concessions
    2. Package Deals
    3. What If the Other Side Goes First?
    4. Conceding When You Have Multiple Offers on the Table
    5. Overcoming Objections
    6. Knowing Your Reservation Point
    7. Summary
  14. 10 The Five F's to Ensure You Are a Fearless Negotiator
  15. Bibliography
    1. Chapter 1
    2. Chapter 2
    3. Chapter 3
    4. Chapter 4
    5. Chapter 5
    6. Chapter 6
    7. Chapter 7
    8. Chapter 8
    9. Chapter 9
  16. Acknowledgments
  17. About the Author
  18. Index
  19. End User License Agreement
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