The Prenegotiation Planning Book

Fülszöveg

"Bill Morrison is the first writer to eloquently depict a detailed step-by-step procedure to prepare for a negotiation. The key to negotiations is in the preparation process. Morrison's checklist of negotiation items is a must for today's buyers. I recommend Bill Morrison's book to anyone committed to improving his or her negotiation skills."
—Richard L Farrelljr University of Notre Dame
As a practiced negotiator, William Morrison has learned it is much easier to talk for money than it is to work for money In The Prenegotia-tion Planning Book, he shows how businesses can increase profitability by talking for money through each stage of the negotiation process.
The key is a targeted 25-point program designed to build profit into your negotiations. It is a veritable course in money-making for anyone with purchasing, selling, or human resources responsibility in business, the non-profit sector, or government. This practical guide will also help you with such non-business... Tovább

Fülszöveg

"Bill Morrison is the first writer to eloquently depict a detailed step-by-step procedure to prepare for a negotiation. The key to negotiations is in the preparation process. Morrison's checklist of negotiation items is a must for today's buyers. I recommend Bill Morrison's book to anyone committed to improving his or her negotiation skills."
—Richard L Farrelljr University of Notre Dame
As a practiced negotiator, William Morrison has learned it is much easier to talk for money than it is to work for money In The Prenegotia-tion Planning Book, he shows how businesses can increase profitability by talking for money through each stage of the negotiation process.
The key is a targeted 25-point program designed to build profit into your negotiations. It is a veritable course in money-making for anyone with purchasing, selling, or human resources responsibility in business, the non-profit sector, or government. This practical guide will also help you with such non-business negotiations as buying a car or a house. Using it, you'll learn how to develop specific negotiating goals and strategies before you sit down at the bargaining table. You're provided with all the tools necessary to do a complete planning job—including a 25-point checklist, a planning spreadsheet, actual examples, and special consideration of all the issues to be negotiated.
Using this book, you'll find out
• how to quickly size up your opponent
• how to efficiently determine costs
• how to recognize the most important facts
• how to determine your authority limits
• what issues should be avoided and why
• how to plan your agenda
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(continued from front flap)
• how to determine your initial position on each issue
• how to establish your objectives
• how to determine strategies and tactics
• how to use role-playing in your negotiations
How important is negotiating to the bottom line?
A company doing $100 million a year in sales could increase profit by 15% to 20% without producing a single additional unit—simply by using Morrison's negotiating tactics to sell its products at a 1% higher price while negotiating purchased materials at 1% lower price.
About the author
William F. Morrison is a Program Manager for the Westinghouse Electric Corporation in Sunnyvale, California. He has taught courses and held .seminars on business negotiating for companies throughout the United States, Europe, and Asia.
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Business experts hail [6hDg ~
THE PRENEGOTIATION PLANNING BOOK
"At last a book has been written on the details involved in preparation to negotiate successfully. Mr. Morrison's work clearly outlines a procedure to follow that will insure one has done his homework prior to negotiating. Of specific value is Morrison's MAP diagram that takes a variety of points which must be considered and evaluated in order to be thoroughly prepared. Most of us do not take the time to go through such an exercise, and as a result, we often do not meet with success. The MAP will serve as a discipline to every person who reads this book. Additionally his examples and illustrations rcinforce his basic premise: brilliant moves can sometimes bring excellent results, but mistakes will always hurt you. Finally this will serve as a reference book that the reader will constantly come back to many times."
—Henry H. Calero, author of Winning the Negotiation and Negotiate the Deal You Want, co-author of How to Read a Person Like a Book iLnd Meta-Talk
"1 was greatly impressed with the material and the manner in which it is presented. Mr. Morrison has created a winner For the past 13 years, my business has been the training of sales and sales management personnel. One of the most important areas that I cover is negotiating skills. This subject area is the basis for most of my work with over 150 Fortune 500 companies. Naturally I have read every book that has been published on negotiating and can state categorically that none address the critical area of negotiation planning. Mr Morrison has a first and a first that does the job in a most thoughtful manner."
—George M. Hamilton,
President, George M. Hamilton & Associates, Inc.
"This book will prove invaluable to everyone who negotiates. I will strongly recommend it to everyone in my association.
—Newell Pangburn Southwestern Michigan Association of Purchasing Management, Inc.
JOHN WILEY & SONS, Inc.
605 Third Avenue, New York, N.Y 10158
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ISBN 0 471-82276-0 Vissza