Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation

Behavior approach, to negotiation, 5

Blueprint, 13–19

see also Consequences of No Agreement

creating value with, 21–22, 129–41

estimating, 19, 20–21, 43–66

items to be included in agreement, 16–19

using Strategic Negotiation Process. See Strategic Negotiation Process

using to divide value, 22, 36, 179–80

wish lists, 14, 20–21. See also Wish List Estimations

Bonoma, Thomas V., 3

Bundles, 131

Buyers, professional, 5–6

Consequences of No Agreement and, 15

creating joint value with, 38

dividing value and, 161

level of, 11

and seller relationship, 7–8

supplier performance metrics, 81

typical validation questions, 104–9

validation meeting preparation, 109

Wish List Estimation and, 80–81