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Negotiation Blueprinting for Buyers: fact based negotiation with case studies Paperback – February 22, 2013
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About the Author
Rosemary Coates is the Think! Inc. Procurement Practice Leader and President of Blue Silk Consulting, a Global Supply Chain consulting firm. She is the author of 2 books: "42 Rules for Sourcing and Manufacturing in China" (an Amazon.com Top Seller) and "42 Rules for Superior Field Service" (released Spring 2013). She earned a BS in Business Logistics at Arizona State University and an MBA from the University of San Diego. Ms. Coates lives in Silicon Valley and has worked with over 80 clients worldwide. She is on the Board of Directors of the University of San Diego Supply Chain Management Institute. She is also an Expert Witness for legal cases involving global supply chain matters. Brian Dietmeyer is President and CEO of Think! Inc., a global strategic negotiation consultancy. Think! Inc.'s insight has resulted in several client return on investment analyses of over 200 percent in a less than 12-month period. Mr. Dietmeyer has nearly 25 years of leadership experience in sales, marketing and strategic planning. He is also a sought-after speaker and columnist, author of two books: "B2B Street Fighting" and "Strategic Negotiation," and founder of Think! Inc. with Dr. Max Bazerman, executive committee member of the Harvard Project on Negotiation. Dr. Bazerman created the concept of MEOs after observing thousands of deals in 25 different countries.
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Top customer reviews
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This book helps to shed light on negotiation from the Buyer's perspective and gives sales people new insights into how to approach negotiations. Understanding the other side is an important aspect of this negotiation methodology. The real-life case studies are described effectively and help shed light on negotiations from the Buyer's p.o.v.
The book is written in an easy-speaking way, making for a fast, effective and impactful read. Excellent resource for anyone looking to improve their negotiations.