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| Author | : Roger Fisher |
| Publisher | : Houghton Mifflin Harcourt |
| Total Pages | : 242 |
| Release | : 1991 |
| Genre | : Business & Economics |
| ISBN | : 9780395631249 |
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.
| Author | : Jim Anderson |
| Publisher | : Createspace Independent Publishing Platform |
| Total Pages | : 0 |
| Release | : 2013-11-16 |
| Genre | : Negotiation |
| ISBN | : 9781493759798 |
Every negotiation starts with an opening. It's what we all do at the start of a negotiation. What a lot of us don't realize is that how we handle the opening of a negotiation can have a big impact on how the rest of the negotiation goes. The very possibility of success may hinge on how we start things off. What You'll Find Inside: THREE SECRETS THAT HAVE BEEN MISSING FROM NEGOTIATION TRAINING THE DELICATE ART OF USING PERSUASION IN NEGOTIATIONS 3 NEGOTIATION TIPS FROM THE MASTER: DONALD TRUMP 7 WAYS TO BE SUCCESSFUL IN A NEGOTIATION There are a number of different factors that go into opening your next negotiation correctly. You need to be able to read the body language of the negotiating team that is sitting across from you: are they under pressure to reach a deal, or do they have all the time in the world? Negotiation has a flip side and its name is persuasion. Understanding what persuasion is and, more importantly, how best to use it during a negotiation can go a long way in helping you to change the other side's view and what they are willing to agree to. It can be very easy to focus completely on the negotiations that are happening right now. However, as negotiators we need to be able to see the "big picture". We will probably negotiate with the other side again at some point in the future. What this means for us is that we have a responsibility for making sure that when the negotiation is over and done with, both sides leave the table with a feeling of satisfaction. Although important, just exactly how we make this happen can at times be challenging. The end result of being ready for the opening of your next negotiation is that when you sit down at the negotiating table, you'll have a sense of being prepared. You'll have the ability to understand how you are going to connect with the other side of the table and you'll have a plan for ensuring that both parties walk away from the table with a sense of satisfaction. This is exactly what you're going to need in order to be able to reach the type of deal that will allow you to believe that you accomplished what you showed up to do. Good luck!
| Author | : Stuart Diamond |
| Publisher | : Crown Currency |
| Total Pages | : 418 |
| Release | : 2010-12-28 |
| Genre | : Business & Economics |
| ISBN | : 0307716910 |
NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.
| Author | : Deepak Malhotra |
| Publisher | : Berrett-Koehler Publishers |
| Total Pages | : 295 |
| Release | : 2018-07-19 |
| Genre | : Business & Economics |
| ISBN | : 1626566992 |
“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author
| Author | : Deborah M. Kolb |
| Publisher | : John Wiley & Sons |
| Total Pages | : 292 |
| Release | : 2015-01-27 |
| Genre | : Business & Economics |
| ISBN | : 1118352416 |
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
| Author | : Jim Anderson |
| Publisher | : Createspace Independent Publishing Platform |
| Total Pages | : 70 |
| Release | : 2016-09-09 |
| Genre | : |
| ISBN | : 9781537598277 |
How your next negotiation is going to turn out will be determined by how you open the negotiation. No matter if the other side is a push-over or a tough customer, you are going to have to decide how you want the negotiation to start and then you are going to have to take steps to make it happen. What You'll Find Inside: USE THE "REVERSE-GODFATHER" APPROACH TO WIN A NEGOTIATION WHY PROVIDING A "BEST AND FINAL OFFER" IS NEVER A GOOD IDEA NEGOTIATING: MEN VS. WOMEN - WHO WANTS TO WIN MORE? DO YOU HAVE THE PERSONALITY NEEDED FOR NEGOTIATION? What makes an opening so very important in a negotiation is that it lays the groundwork for everything else that will follow. No matter if you are planning on using the "reverse godfather" approach or just want to duke it out like Howard Stern did with his employer, you are going to have to make sure that you have a set of guiding principles that you follow. The other side will see how you are starting out and they will work to counter you at every step. They may hit you with a "best and final offer" - will you know what to do when this happens? You have the ability to hit them back by using status symbols or perhaps even physical intimidation. A key part of any negotiation that you open is to understand who is going to be doing the negotiating: boys or girls. This is critical because they do negotiate differently. As the pressure starts to build in your next negotiation, you are going to have to make sure that you know how to handle a high-stress negotiation. Not every negotiation that you open will be the same. Some will be extreme and you'll have to deal with that when it happens. If you are a good negotiator, then you'll know how to use testing in order to find out what the other side is really up to. In the end, it's all going to come down to your personality. Do you really have what it takes to be a great negotiator? For more information on what it takes to be a great negotiator, check out my blog, The Accidental Negotiator, at: www.TheAccidentalNegotiator.com
| Author | : Carmine Gallo |
| Publisher | : St. Martin's Press |
| Total Pages | : 255 |
| Release | : 2018-06-05 |
| Genre | : Business & Economics |
| ISBN | : 1250183472 |
“As technology threatens to displace countless jobs and skills, the ability to communicate is becoming more important than ever. This book is full of examples to help you get better at transporting your thoughts and emotions into the minds of other people.” —Adam Grant, New York Times bestselling author of Give and Take, Originals, and Option B with Sheryl Sandberg How to master the art of persuasion—from the bestselling author of Talk Like TED. Ideas don’t sell themselves. As the forces of globalization, automation, and artificial intelligence combine to disrupt every field, having a good idea isn’t good enough. Mastering the ancient art of persuasion is the key to standing out, getting ahead, and achieving greatness in the modern world. Communication is no longer a “soft” skill—it is the human edge that will make you unstoppable, irresistible, and irreplaceable—earning you that perfect rating, that fifth star. In Five Stars, Carmine Gallo, bestselling author of Talk Like TED, breaks down how to apply Aristotle’s formula of persuasion to inspire contemporary audiences. As the nature of work changes, and technology carries things across the globe in a moment, communication skills become more valuable—not less. Gallo interviews neuroscientists, economists, historians, billionaires, and business leaders of companies like Google, Nike, and Airbnb to show first-hand how they use their words to captivate your imagination and ignite your dreams. In the knowledge age—the information economy—you are only as valuable as your ideas. Five Stars is a book to help you bridge the gap between mediocrity and exceptionality, and gain your competitive edge in the age of automation. In Five Stars, you will also learn: -The one skill billionaire Warren Buffett says will raise your value by 50 percent. -Why your job might fall into a category where 75 percent or more of your income relies on your ability to sell your idea. -How Airbnb’s founders follow a classic 3-part formula shared by successful Hollywood movies. -Why you should speak in third-grade language to persuade adult listeners. -The one brain hack Steve Jobs, Leonardo da Vinci, and Picasso used to unlock their best ideas.
| Author | : Margaret A. Neale |
| Publisher | : Profile Books |
| Total Pages | : 375 |
| Release | : 2015-07-02 |
| Genre | : Business & Economics |
| ISBN | : 1782831061 |
Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.
| Author | : Jim Anderson |
| Publisher | : Createspace Independent Publishing Platform |
| Total Pages | : 0 |
| Release | : 2013-10-11 |
| Genre | : |
| ISBN | : 9781492956020 |
It turns out that most negotiations are over even before they begin. The team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal. Wouldn't you want that team to be your team? What You'll Find Inside: THE 7 DEADLY SINS OF PREPARING TO NEGOTIATE DEALS THAT MAKE MONEY: HOW TO PLAN YOUR CONCESSIONS MAKE MORE SALES: UNDERSTANDING BUYER POWER & WHAT TO DO ABOUT IT SINGLE VS TEAM NEGOTIATION: WHICH IS BETTER? Planning is what happens before you sit down at the negotiating table. There are no negotiating tactics or tricks at play here. It's just a matter of you doing your homework. At the same time you hope that the other side is NOT doing their homework so that you'll show up at the negotiation more prepared then they are. Just committing to doing the planning that your next negotiation is going to require is not enough, you also have to know just exactly how to go about doing it. That's what this book is going to teach you. Every negotiation is different and so the planning that you'll have to do for every negotiation will be different also. The planning that is required for a successful negotiation takes on many different forms. These can include planning where and when the negotiations will be held, what concessions you'll be willing to make to the other side, and understanding who has what power in the negotiations. The end result of doing the planning that a negotiation requires is that when you sit down at the negotiating table, you'll have a sense of being prepared. You'll know what you need to know about the other side of the table, what their goals are, what their constraints are, and what they hope to be able to get out of the negotiations. This is exactly the type of knowledge that you're going to need in order to be able to reach the type of deal that will allow you to walk away from the table with a sense of accomplishment.
| Author | : Michael Wheeler |
| Publisher | : Simon and Schuster |
| Total Pages | : 320 |
| Release | : 2013-10-08 |
| Genre | : Business & Economics |
| ISBN | : 1451690444 |
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.
