Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
Negotiate Without Fear contains negotiation strategies developed by Dr. Victoria Medvec over her 20+ years advising companies and executives in all sorts of critical negotiations.
Through her years of research and practical experience, Dr. Medvec came to recognize that professionals frequently fall prey to fear at the negotiation table. Negotiators often let emotion guide their actions, whether their anxiety comes from a lack of experience or the knowledge of what’s at stake if the deal falls through.
As a response to innumerable client requests, Dr. Medvec in 2021 wrote Negotiate Without Fear. The book delivers an authoritative and insightful discussion of how to increase your confidence, lose your hesitation and maximize your negotiation success. No wonder it quickly became an Amazon best-seller!
The reader will discover Dr. Medvec’s novel method of connecting objectives to negotiable issues, an issue matrix to evaluate whether the right issues are on the table, an exclusive BATNA (best alternative to negotiated agreement) analysis tool and a unique architecture to produce multiple equivalent simultaneous offers (MESOs) during negotiation.
Negotiate Without Fear contains specific advice in every chapter for people negotiating for themselves in the everyday world. The book is an invaluable guide for everyone who hopes to sharpen their negotiation skills and achieve success as a dealmaker in any area of life.
Negotiate Without Fear is praised for its perspective, insight and practical tools for high-stakes negotiation and problem-solving.
Key Themes of Negotiation Without Fear
Fear is a major factor in people’s inability to negotiate.
It affects people who negotiate every day, whether they are executives or not. The biggest fears are losing the deal and damaging the relationship.
People are often afraid to negotiate for themselves.
They fear that the other side will walk away and lose the deal, particularly when the negotiator does not have strong outside options.
You must know your bottom line, but you must also focus on your goal.
Establishing an ambitious goal will help reduce the fear that you will leave money on the table with a poor outcome.
Use a virtual video platform to deliver your offer face-to-face on screen.
When you negotiate in a synchronous channel, you can immediately see the other side’s reaction and make appropriate concessions.
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Every business-to-business seller and marketer should read this book. It provides the best, the most complete and rigorous approach to managing complex account management of which I am aware. It is an extraordinary book about negotiation, but it covers all aspects of relationship building, pricing, and selling.
From the first chapter to the last, Vicki will guide you step by step with tangible tools that will help anyone break their old patterns and start negotiating from a place of confidence and strength. Vicki is one of the smartest and most remarkable women I know; this book is like having this wise and brilliant advisor right on your shoulder.
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.
About Dr. Victoria Medvec
Dr. Victoria Husted Medvec is a leading global expert in negotiation strategy, corporate governance, decision-making and women in leadership. Dr. Medvec has advised on mergers and acquisitions, customer contracts, regulatory filings and partnership agreements. Her clients include hundreds of leading global corporations, including Cisco, Google, IBM, McDonald’s and McKesson.