In this highly-rated book the author, University of Michigan business school professor George Siedel, presents a practical introduction to the strategies and skills that are essential to your success in personal and business negotiations.
We all negotiate on a daily basis. We negotiate with our spouses, children, parents and friends. We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. And negotiation is also key to business success. Contracting capability, which is the ability to negotiate and perform successful contracts, is the most important function in any organization.
Whether you are in a personal setting or a business setting this book covers the entire process of negotiation from your decision to negotiate through an evaluation of your negotiation performance. It does so by following the four key stages of negotiation: (1) Prepare to Negotiate, (2) Use Key Strategies and Tactics During Negotiations, (3) Close Your Negotiation with a Binding Contract, and (4) Perform and Evaluate Your Agreement.
Based on the latest research and the experience of negotiators worldwide this book will, within these four key stages of negotiation, enable you to: (1) complete a negotiation analysis that includes your reservation price and zone of potential agreement, (2) use decision trees to calculate your alternatives if the negotiation is unsuccessful, (3) assess your negotiating style, (4) increase your negotiating power, (5) decide how to resolve ethical dilemmas during negotiations, (6) use psychological tools and avoid psychological traps during negotiations, and (7) evaluate your performance as a negotiator.
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George Siedel is the Williamson Family Professor of Business Administration and the Thurnau Professor of Business Law at the University of Michigan. He teaches courses on negotiation, public policy and business law at Michigan’s Ross School of Business. He also has taught seminars around the world to business leaders, entrepreneurs, attorneys, physicians, and athletic directors.
Professor Siedel completed graduate studies at the University of Michigan and Cambridge University. He served as a visiting professor at Stanford University and Harvard University and as a Visiting Scholar at Berkeley. As a Fulbright Scholar, he held a Distinguished Chair in the Humanities and Social Sciences.
Professor Siedel has received several national research awards, including the Maurer Award, the Ralph Bunche Award, and the Hoeber Award. He has also received many teaching awards, including the 2014 Executive Program Professor of the Year Award from a consortium of 36 leading universities committed to international education. In conjunction with his courses and seminars, he recently developed several free negotiation planning tools and a free app.