Negotiate Wisely in Business and Technology

We first published Negotiate Wisely in 2004 after years of coaching and participating in business negotiations. We felt it was time to re-release this book to reinforce what works and to add a few updates as we have continued to learn and expand. Before and since 2004 we had written a wealth of material in articles and workbooks used to provide advice and negotiation training to our clients. This book is a result of pulling together all the work and expanding it into a practical guide to the discipline of business negotiations. It is written using a building block approach. First, we build a solid base of what you need to know. Then, we expand the base through practical examples and deal forensics. Finally, we add chapters on tools, techniques, tactics, and teamwork designed to provide you with the means to obtain the transaction results and relationships you desire.The design of this book should encourage you to use it as a negotiation reference guide. For example, if you are in the middle of your negotiation and you think the other side is "gaming" you, go to Chapter 13 on Tactics. Or, if your internal teamwork is not working the way you think it should, go to Chapter 15 on Teamwork and get the reminders you need. Most importantly, if you are having difficulties creating your initial offer, go to Chapter 7. And, if you are having trouble articulating the value for the offer you have made, refer to Chapter 4 before you continue. Negotiate Wisely will see you through your most challenging business opportunities. To that end, we hope that you will come back to it time and time again. Mladen D. Kresic