The Negotiation Book

Author: Steve Gates
Publisher: John Wiley & Sons
ISBN: 1119155525
Category : Business & Economics
Languages : en
Pages : 240

Book Description
Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

The Only Negotiation Book You'll Ever Need

Author: Angelique Pinet
Publisher: Simon and Schuster
ISBN: 1440560730
Category : Business & Economics
Languages : en
Pages : 122

Book Description
Negotiate your way through any deal! In today's fast-paced business environment, where a single e-mail exchange can make or break your career, it's important that you know how to clearly and effectively discuss an agreement's terms in person as well as online. The Only Negotiation Book You'll Ever Need guides you through every stage of the process--from identifying opportunities to closing the deal--with useful negotiation techniques and tips for adapting classic strategies to online interactions. This book helps you anticipate your adversaries' moves, outwit them at every turn, and spin obstacles to your advantage. You'll also build long-term relationships and win your deals without ever having to give in. With The Only Negotiation Book You'll Ever Need, you'll finally be able to find a negotiation style that helps you get the outcome you want--every time!

Getting to Yes

Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
ISBN: 9780395631249
Category : Business & Economics
Languages : en
Pages : 242

Book Description
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

The Art of Negotiation

Author: Michael Wheeler
Publisher: Simon and Schuster
ISBN: 1451690444
Category : Business & Economics
Languages : en
Pages : 320

Book Description
A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

Never Split the Difference

Author: Chris Voss
Publisher: HarperCollins
ISBN: 0062407813
Category : Business & Economics
Languages : en
Pages : 203

Book Description
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Value Negotiation

Author: Horacio Falcão
Publisher: Financial Times/Prentice Hall
ISBN: 9789810681432
Category : Forhandlinger
Languages : en
Pages : 0

Book Description
Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the most possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation. In Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation. And in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. Value Negotiation also comes with a comprehensive Instructor's Package that includes an instructor's manual, a set of teaching slides, and 14 short videos that portray common scenarios that negotiators are likely to encounter in real life.

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.

The Negotiation Book

Author: Nicole Soames
Publisher: Lid Publishing
ISBN: 9781911498421
Category : Negotiation
Languages : en
Pages : 0

Book Description
The Negotiation Book will help you develop your emotional intelligence so you can become a highly skilled negotiator in all areas of your life--whether you're negotiating with customers, colleagues, family, or friends. You'll take a journey to becoming a master negotiator, this book equipping you with the tools and techniques to put negotiation theory into practice. Learn how to: Develop a winning mind-set Prepare successfully for any negotiation Recognize and respond to different negotiation situations Deal effectively with gameplay Manage the negotiation conversation Understand how to draw negotiations to a successful close. An inspiring and engaging handbook packed with Nicole Soames' expert advice, practical tools, and exercises, The Negotiation Book will help you master the art of negotiation quickly and effectively.

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 Yes Book

Author: Clive Rich
Publisher: Random House
ISBN: 144813269X
Category : Business & Economics
Languages : en
Pages : 354

Book Description
Negotiation is fundamental to our lives; whether it’s getting your kids to eat their greens, making your case for a pay rise, or trying to secure a multi-million pound deal for your company. However, negotiation has changed. It's no longer about confrontation where there are winners and losers. Collaboration is now the name of the game. YouGov research commissioned for this book shows UK PLC is losing £9 million per hour from poor negotiating – £17 billion per year. Can you afford to be without a modern framework for deal-making? In The Yes Book, Clive Rich provides a method for generating success based on years of experience working for or with major organisations and super brands including Sony, Yahoo, Apple, the BBC, Tesco, and Simon Cowell's Syco, during a negotiating career in which he has brokered more than £10 billion worth of deals. By breaking negotiation into its three key elements of Attitude, Behaviour and Process, he helps you learn how to shape, create and close deals. You will discover what your negotiating style is, and how you can apply it to influence others and give yourself the edge. This is the ultimate guide to using the power of negotiation to get more of what you want, in both business and life outside the office.