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Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes

PRAISE FOR DR. MEDVEC AND NEGOTIATE WITHOUT FEAR"Vicki's strategies have helped me succeed in some of the most complex negotiations I have encountered across my career. Her focus on addressing the needs of the other side makes her strategies particularly powerful." --MATTHEW SHATTOCK, Former CEO of Beam Suntory; Non-Executive Director of the Clorox Company; Non-Executive Director of the VF Corporation; Chairman of Domino's Pizza Group p/c Board"When I met Vicki, I thought I knew a lot about how to negotiate. As a leader at Microsoft and IBM, I negotiated all the time. Vicki taught me strategies I never even knew existed and highlighted the traps that expert negotiators encounter. I have consistently brought her into my organizations to raise the capabilities of my teams and increase our success." --GERRI ELLIOTT, Executive Vice President, Chief Sales and Marketing Officer for Cisco"From the first chapter to the last, Vicki wil

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The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: <ul><li>Put the right issues on the table by defining your objectives for the negotiation</li><li>Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want</li><li>Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA)</li><li>Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs)</li></ul> Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.