The Negotiation Edge: Compete, Collaborate, Compromise
- 3h 30m
- Michael Saksa
- Business Expert Press
- 2024
The Negotiation Edge is a two-part book that will make you a better negotiator.
The first half is a negotiating tutorial complete with checklists and worksheets. It details on how-to engage, prepare, select a leader, build a support team, identify roles, set communication guidelines, instruct meeting behavior, read the other side, and determine the best strategies (compete | collaborate | compromise) using a three-act negotiating structure.
The second half of the book is the author’s twenty-five best and worst negotiating experiences with his insightful lessons learned with Walmart, Amazon, Target, NFL, NBA, NHL, PBS, National Geographic, BBC, Netflix, Warner Bros., Disney, Universal, Fox, Paramount, Sony, Lionsgate, Tiger Woods, Oprah Winfrey, and Martha Stewart.
About the Author
Mike Saksa has participated as a buyer, seller, and stakeholder in many types of negotiations for Fortune 500 companies over his 30-year career. He survived, adapted, and thrived in crisis management situations with the Tylenol product recall and relaunch, the KKR leverage buyout of RJR Nabisco, and the AOL/Time Warner failed merger.
As a senior executive at Warner Bros. and Redbox, he led negotiations for over $1 billion of content against big retail, professional sports leagues, cable tv networks, streamers, movie studios, and celebrity production companies. In addition to his BS in Finance, MBA in Marketing, and MFA in Cinema/TV, Mike received executive training in leadership and negotiations at the University of Pennsylvania’s Wharton School of Business and the Harvard Graduate Business School.
He’s currently a thesis panelist for the USC Cinematic Arts Graduate Producing Program and a guest lecturer in entertainment disruption at the UCLA Anderson Graduate Business School.
In this Book
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Description
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Foreword
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Introduction
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The Negotiation Engagement How to Gain the Opening Edge
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Negotiation Leaders: Effective Traits and Behaviors
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Your Negotiation Team: How to Build and Manage It
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Negotiating Room Behavior: Know the Expectations and Learn the Etiquette
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Negotiation Preparation: How to Gain the Early Edge
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Negotiation Psychology: How to Read and React to Gain the Edge
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Negotiation Strategy: How to Compete, Collaborate, and Compromise
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The Negotiation Performance: How to Conduct the Three-Act Narrative
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Negotiating Content Deals: Matching Risk and Reward
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Negotiation Stakeholders in Crisis: How to Survive, Adapt, and Thrive in Disruption
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Negotiating Versus Big Retail: Wal-Mart, Target, and Amazon
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Negotiating Professional Sports Content: Part One: The NFL and NBA
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Negotiating Professional Sports Content: Part Two: NHL, WCW, NBA (Part 2), and Others
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Negotiating TV Content: PBS, BBC, and National Geographic
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Negotiating Celebrity Content: Tiger, Oprah, Martha, and the Twins
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Negotiating Versus Industry Disruptors: How Netflix and Redbox Beat the Studios
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Movie Studio Negotiations: Part One: Redbox Versus Warner Bros., Fox, and Universal
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Movie Studio Negotiations: Part Two: Redbox Versus Disney, Lionsgate, Paramount, and Sony
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Epilogue: Negotiate Coming and Going
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Glossary
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Bibliography
