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

Risk/reward, 159–60

Sample negotiations, 165–81

large and complex negotiation, 172–81

small ad hoc negotiation, 166–72

Seller/buyer relationship, 7–10

Soft costs/benefits, defined, 48

Strategic Negotiation Process

see also Value, creating; Value, dividing

benefits of, 23–24

estimating the blueprint, 19, 20–21

recording information, 197

steps, 19–25

Validating the Estimation, 19, 21, 83–94. See also Validating the Estimation

worksheet, 197–202

Strategic Selling (Heiman and Miller), 3

Strategy(strategies)

distributing/implementing, 191–92

establishing common, 8

fluidity of, 192

increasing value with, 193–95

“win-win,” 64

writing, 186–91

Structural impasse, 159

Supplier performance metrics, 81

“Supplier Selection and Management Report 9/01, The,” 81