NATIONAL BESTSELLER 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: Put the right issues on the table by defining your objectives for the negotiation - Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want - Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) - Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) 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. BOTH SEASONED AND NOVICE professionals frequently fall prey to fear at the negotiation table. Whether it is fear about a lack of experience, or a fear based on how much they have to lose if the deal falls through, negotiators often let emotion guide their actions. In Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes , expert negotiator, professor, and author Dr. Victoria Medvec delivers an authoritative and insightful discussion of how to increase your confidence, lose your fear, and maximize your negotiation success. You’ll learn a series of tool-based strategies that you’ll be able to implement regardless of your current level of negotiating skill. The book contains unique, proprietary negotiation strategies developed by Dr. Medvec over her 20+ years advising companies and executives in all sorts of critical negotiations. You’ll discover Dr. Medvec’s novel method to connect your objectives to negotiable issues, an Issue Matrix to analyze the issues being negotiated and evaluate if the right issues are on the table, a proprietary BATNA (best alternative to negotiated agreement) Analysis Tool, and a unique architecture to help create multiple equivalent simultaneous offers (MESOs) during negotiation. Negotiate Without Fear contains specific advice in every chapter for people who are negotiating for themselves in the everyday world. It is an invaluable guide for everyone who hopes to sharpen their negotiation skills and achieve success as a dealmaker in any area of life. Perfect for executives, managers, attorneys, salespeople, and professionals of all sorts, Negotiate Without Fear will also earn a place in the libraries of anyone who has ever had to negotiate a salary increase, the price of a used car, their child’s allowance, or any of the countless things we encounter and negotiate every day. P RAISE FOR D R . M EDVEC AND N EGOTIATE W ITHOUT F EAR “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.” ―M ATTHEW S HATTOCK , 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.” ―G ERRI E LLIOTT , Executive Vice President, Chief Sales and Marketing Officer for Cisco “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.” ―T ARA M ONTGOMERY , Executive Producer, OWN / Apple TV+ “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, pri