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Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation Hardcover – June 1, 2004

4.8 out of 5 stars 14 ratings

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Editorial Reviews


Dietmeyer and Kaplan take what many consider an art form and demystifies it into an easily understandable process. -- Don Sterkel, President, Society for Sales and Marketing Training Professionals & Sr. Director of Learning and Development, Time Warner Retail

No gimmicks, no tactics, no games—just rational decision making grounded in a bone deep understanding of both sides. -- Paul Ruane, Schering Plough Health Care Products

Strategic Negotiation creates a new and constructive approach to creating value in customer negotiation without sacrificing company profit. -- Roger Dow, Senior Vice President, Global and Field Sales Marriott International Inc.

The Strategic Negotiating process and supporting principles are guiding us to better value-based solutions for our customers and for us. -- Bill Bosworth, Organizational Development Director, National Sales, Coca-Cola Enterprises

This book is truly illuminating from cover to cover! -- Gerhard Gschwandtner, Founder and Publisher, Selling Power Magazine

From the Author

Brian J. Dietmeyer is senior partner and managing director of Think! Inc./Negotiation Solutions, a consulting firm he founded with Dr. Max H. Bazerman in 1996. The firm’s international clientele includes corporations in Japan, Singapore, Korea, Nigeria, the United Kingdom, Germany, France, and Italy. Dietmeyer frequently lectures to business and professional organizations worldwide and has authored numerous articles on negotiation, marketing, and business-to-business research.

Rob Kaplan is principal of Rob Kaplan Associates, a literary services firm he established in 1997. Prior to founding his own company, Kaplan served as editor-in-chief and publisher of AMACOM Books and senior editor of Harper Reference. He is the author of several books in the business field.

Product details

  • Item Weight : 14.9 ounces
  • ISBN-10 : 9780793183043
  • Hardcover : 224 pages
  • ISBN-13 : 978-0793183043
  • Publisher : Kaplan Business (June 1, 2004)
  • Product Dimensions : 9 x 0.48 x 6 inches
  • ASIN : 0793183049
  • Language: : English
  • Customer Reviews:
    4.8 out of 5 stars 14 ratings