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Ten Strategies for Successful Contract Negotiations [Paperback]

James E. Lukaszewski (Author)
3.0 out of 5 stars  See all reviews (2 customer reviews)

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Book Description

January 1999
Business organizations rarely become extinct due to labor negotiations, but high-profile labor problems can generate serious temporary harm and enormous, unnecessary, largely self-inflicted distraction.

The critical question to ask everyone constantly -- the CEO to the negotiators -- is, "Does what we are doing, saying, or planning, or what we are planning to do and say, get us quickly, directly, and honorably to a contract?" If the answer is anything other than an unqualified "yes!" -- stop doing, stop talking, stop planning, and get the goal back in focus and the process back on track. In this monograph Jim Lukaszewski offers 10 strategies to help you focus on the goal of getting a contract by using principled, honorable communication.

Successful negotiations boil down to clearly identifying your true goals. Goals that involve punishment, hitting back, and testosterosis are weak, defensive, and costly. Leave these behaviors to the zealots and those who don't have a serious interest in peace or your future. Wage peace and healing from the start.


Editorial Reviews

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"""I can do this.""" --This text refers to the Digital edition.

About the Author

James E. Lukaszewski (loo ka SHEV skee) advises, coaches, and counsels the men and women who run very large corporations and organizations. He is an expert in managing and counteracting tough, touchy, sensitive corporate communications issues. The fastest growing portion of his practice involves civil and criminal litigation.

His clients will tell you that he is a pragmatist and straight shooter. He is a teacher, thinker, and friend with the unique ability to help executives look at problems from a variety of principled perspectives. He teaches clients how to think through and strategize in new ways and to take appropriate, highly focused, ethically appropriate action. He is one of the few who can and truly does coach CEOs.

He is a prolific author (several books, hundreds of articles), lecturer (corporate, college and university), coach, and counselor. He is quoted in publications such as The New York Times, The Wall Street Journal, The Miami Herald, the Harvard Business Review, and industry trade journals. He is a columnist, advisor, or editor for almost every major public relations periodical. His 1992 book, Influencing Public Attitudes: Strategies that Reduce the Media's Power, remains a classic work in the field of direct communication. The Public Relations Society of America released fully revised editions of his Executive ActionÒ Crisis Communication Management System in September 2000. He has published 25 unabridged monographs on critical communication subjects since 1994.

He is an internationally recognized speaker on crisis management, ethics, media relations, public affairs, and reputation preservation and restoration. Visiting his Web site, is like attending the University of Crisis Management.

An accredited member of the International Association of Business Communicators (ABC) and the Public Relations Society of America (APR), Mr. Lukaszewski is a member of the PRSA’s College of Fellows (Fellow PRSA); Board of Ethics & Professional Standards. He served as a crisis communications advisor to the International Disaster Advisory Committee, Agency for International Development, Office of U.S. Foreign Disaster Assistance from 1989 to 1992, and is a civilian advisor to several other federal agencies. He lectures annually at the U.S. Marine Corp's East Coast Commander's Media Training Symposium and was the second recipient of its Drew Middleton Award. He is an adjunct associate professor of management and communications in the Marketing & Management Institute of New York University's School of Continuing and Professional Studies, and a guest lecturer at Columbia University. He is the recipient of both Ball State University’s 2004 National Public Relations Achievement! Award and the 2004 Patrick Jackson Award for Distinguished Service to PRSA.

His biography is listed in the Marquis 55th Millennium, 56th, 57th, 58th, and 59th Editions of Who’s Who in America. His name also appeared in Corporate Legal Times as one of "28 Experts to Call When All Hell Breaks Loose," and in PR Week as one of 22 "crunch-time counselors who should be on the speed dial in a crisis."


Product Details

  • Paperback: 5 pages
  • Publisher: Lukaszewski Group, Incorporated, the (January 1999)
  • Language: English
  • ISBN-10: 1883291232
  • ISBN-13: 978-1883291235
  • Product Dimensions: 11 x 8.4 x 0.1 inches
  • Shipping Weight: 1.6 ounces (View shipping rates and policies)
  • Average Customer Review: 3.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Best Sellers Rank: #5,375,082 in Books (See Top 100 in Books)

More About the Author

I'm James E. Lukaszewski (loo ka SHEV skee), an expert in managing and counteracting tough, touchy, sensitive corporate communications issues. I counsel companies facing serious internal and external problems involving: activist counteraction; community relations and grassroots campaigns; corporate relations failures; reputational threats; crisis communication management; employee relationship building; ethics/integrity/compliance; litigation visibility management; management communication strategies; media relations strategy and analysis; public affairs/exposure management; strategic Web site construction; Web-based attacks; and corporate survival strategies. I'm frequently retained by senior management to directly intervene and manage the resolution of corporate problems and bad news. The situations I help resolve often involve conflict, controversy, community action or activist opposition. The fastest growing portion of his practice involves civil and criminal litigation.

I'm an author (several books, more than 130 articles) and a member of the editorial board for Ragan's Public Relations Journal, a contributing editor to Public Relations Quarterly, a contributing columnist to pr reporter and PR News, a member of InfoCom's Media Relations Insider editorial advisory board, and was the first crisis columnist for the PRSA's member publication, PR Tactics. I'm an internationally recognized speaker on crisis communications management, ethics, media relations, public affairs, and reputation preservation and restoration.

An accredited member of the International Association of Business Communicators (ABC) and the Public Relations Society of America (APR), I'm a member of the PRSA's College of Fellows (Fellow PRSA); Board of Ethics & Professional Standards. I'm recognized by the Society of Corporate Compliance and Ethics as a Certified Compliance and Ethics Professional (CCEP). I served as a crisis communications advisor to the International Disaster Advisory Committee, Agency for International Development, Office of U.S. Foreign Disaster Assistance from 1989 to 1992, and is a civilian advisor to several other federal agencies including the United States Marine Corps. I lecture annually at the U.S. Marine Corp's East Coast Commander's Media Training Symposium and was the second recipient of its Drew Middleton Award. I am the recipient of Ball State University's 2004 National Public Relations Achievement Award, the 2004 Patrick Jackson Award for Distinguished Service to PRSA, the 2005 PR News Lifetime Achievement Award, and the 2006 Lloyd B. Dennis Distinguished Leadership Award.

I received my BA in 1974 from Metropolitan State University in Minnesota. I'm a former deputy commissioner of the Minnesota Department of Economic Development and assistant press secretary to former Minnesota Governor Wendell Anderson. I founded Minnesota-based Media Information Systems Corporation in 1978. Prior to founding The Lukaszewski Group Inc. in 1989 I was senior vice president and director of Executive Communication Programs for Georgeson & Company and a partner with Chester Burger Company, both in New York City. My name also appeared in Corporate Legal Times as one of '28 Experts to Call When All Hell Breaks Loose,' and in PR Week as one of 22 'crunch-time counselors who should be on the speed dial in a crisis.

 

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Average Customer Review
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17 of 18 people found the following review helpful:
1.0 out of 5 stars Mislead by a title, December 2, 2002
By A Customer
This review is from: Ten Strategies for Successful Contract Negotiations (Paperback)
Don't be fooled by the title of this piece. [It is called a book] in actuality it's a 4 1/2-page report on general negotiating strategies any management 101 student would know. I made the mistake of not investigating this piece more thoroughly before I purchased it. Don't fall into the same trap.
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5.0 out of 5 stars Let me clarify, September 17, 2010
By 
j e lukaszewski (White Plains, NY United States) - See all my reviews
This review is from: Ten Strategies for Successful Contract Negotiations (Paperback)
Unfortunetely, Amazon doesn't have a catagory, like HBR and others to clearly identify the document as a paper or monograph. Despite the fact that the information is very helpful, I am really sorry anyone is mislead by this document being called a 'Paperback.'

Jim Lukaszewski
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