The Kremlin School of Negotiation

Author: Igor Ryzov
Publisher: Canongate Books
ISBN: 1786896176
Category : Business & Economics
Languages : en
Pages : 314

Book Description
Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won’t give in? How can we defend ourselves against manipulation? And how do we say ‘no’ without compromising a deal? Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Joseph Stalin, and it still has its followers and advocates to this day. Using the official Kremlin method and years of business experience, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful. With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.

The Kremlin School of Negotiation

Author: Igor Ryzov
Publisher:
ISBN: 9781838852917
Category :
Languages : en
Pages : 384

Book Description

Trump: The Art of the Deal

Author: Donald J. Trump
Publisher: Ballantine Books
ISBN: 0307575330
Category : Business & Economics
Languages : en
Pages : 401

Book Description
President Donald J. Trump lays out his professional and personal worldview in this classic work—a firsthand account of the rise of America’s foremost deal-maker. “I like thinking big. I always have. To me it’s very simple: If you’re going to be thinking anyway, you might as well think big.”—Donald J. Trump Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker’s art. And throughout, Trump talks—really talks—about how he does it. Trump: The Art of the Deal is an unguarded look at the mind of a brilliant entrepreneur—the ultimate read for anyone interested in the man behind the spotlight. Praise for Trump: The Art of the Deal “Trump makes one believe for a moment in the American dream again.”—The New York Times “Donald Trump is a deal maker. He is a deal maker the way lions are carnivores and water is wet.”—Chicago Tribune “Fascinating . . . wholly absorbing . . . conveys Trump’s larger-than-life demeanor so vibrantly that the reader’s attention is instantly and fully claimed.”—Boston Herald “A chatty, generous, chutzpa-filled autobiography.”—New York Post

Tug of War

Author: Mikhail Troitskiy
Publisher: McGill-Queen's Press - MQUP
ISBN: 1928096603
Category : Political Science
Languages : en
Pages : 238

Book Description
Conflicts in Eurasia have been receiving significant attention in the last few years from political scientists and international relations scholars. The geographic area of Eurasia lies at the intersection of global and regional conflicts and coordination games. On the one hand, regional controversies in Eurasia often affect relations among the great powers on a global scale – for instance, Russia believes it is engaged in a clash with the United States and its allies in post-Soviet Eurasia and that by obstructing EU and US policies in its neighbourhood, Moscow not only protects its security interests but also precipitates the demise of the US-centric world order. On the other hand, global rivalries can either exacerbate tensions or facilitate negotiated solutions across Eurasia, mostly as a result of competitive behaviour among major powers in conflict mediation. Few scholars have focused on the negotiation process or brought together the whole variety of seemingly disparate yet comparable cases. This volume, edited by two global security experts – one from Canada and one from Russia – examines negotiations that continue after the “hot phase” of a conflict has ended and the focus becomes the search for lasting security solutions. Tug of War brings together conflict and security experts from Russia, Eurasia, and the West to tackle the overarching question: how useful has the process of negotiation been in resolving or mitigating different conflicts and coordination problems in Eurasia, compared to attempts at exploiting or achieving a decisive advantage over one’s opponents?

Kissinger the Negotiator

Author: James K. Sebenius
Publisher: HarperCollins
ISBN: 0062694197
Category : Business & Economics
Languages : en
Pages : 417

Book Description
Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time. Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons. James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law. Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.

The Kremlinologist

Author: Jenny Thompson
Publisher: JHU Press
ISBN: 1421424096
Category : Biography & Autobiography
Languages : en
Pages : 600

Book Description
"The Kremlinologist chronicles major events of the Cold War through the prism of the life of one of its top diplomats, Llewellyn Thompson. His life went from the wilds of the American West to the inner sanctums of the White House and the Kremlin. As the ambassador to Moscow, he became an important advisor to presidents and a key participant in major twentieth-century events, including the Cuban Missile Crisis and the Vietnam War. Yet, unlike his contemporaries McGeorge Bundy and George C. Marshall--who considered Thompson one of the most crucial actors in the Cold War and the "unsung hero" of the Cuban Missile Crisis--he has not been the subject of a major biography until now. Thompson's daughters Jenny Thompson Vukacic and Sherry Thompson set out to document their father's life as thoroughly as possible. Relying on primary sources and interviews, they received generous assistance from archivists, historians, and colleagues of their father. They also acquired documents and information from Russian archives, including the KGB archives. As family, they had unprecedented access to his FBI dossier, State Department personnel files, family archives, letters, diaries, speeches, and documents. Their original research brings new material to light including important information on the U-2, Kennan's containment policy, and Thompson's role in US covert operations machinery. The book refutes historical misinterpretations of events in the Berlin Crisis, the Austrian State Treaty, and the Cuban Missile Crisis."--Provided by publisher.

Engaging Extremists

Author: I. William Zartman
Publisher: US Institute of Peace Press
ISBN: 1601270747
Category : Business & Economics
Languages : en
Pages : 328

Book Description
Engaging Extremists concerns negotiation with political terrorist organizations, separating terrorist groups that can be engaged from those that, for the moment, cannot.

We Need to Talk About Putin

Author: Mark Galeotti
Publisher: Random House
ISBN: 1473566029
Category : Political Science
Languages : en
Pages : 160

Book Description
'Galeotti sketches a bleak, but convincing picture of the man in the Kremlin and the political system that he dominates' - The Times Meet the world's most dangerous man. Who is the real Vladimir Putin? What does he want? And what will he do next? Despite the millions of words written on Putin's Russia, the West still fails to truly understand one of the world's most powerful politicians, whose influence spans the globe and whose networks of power reach into the very heart of our daily lives. In this essential primer, Professor Mark Galeotti uncovers the man behind the myth, addressing the key misperceptions of Putin and explaining how we can decipher his motivations and next moves. From Putin's early life in the KGB and his real relationship with the USA to his vision for the future of Russia - and the world - Galeotti draws on new Russian sources and explosive unpublished accounts to give unparalleled insight into the man at the heart of global politics.

3-D Negotiation

Author: David A. Lax
Publisher: Harvard Business Press
ISBN: 1591397995
Category : Business & Economics
Languages : en
Pages : 298

Book Description
Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.

The Handbook of Negotiation and Culture

Author: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 0804745862
Category : Business & Economics
Languages : en
Pages : 478

Book Description
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.