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Author: Steve Gates
Publisher: John Wiley & Sons
ISBN: 1119155525
Category : Business & Economics
Languages : en
Pages : 240
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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
Author: Steve Gates
Publisher: John Wiley & Sons
ISBN: 1119155525
Category : Business & Economics
Languages : en
Pages : 240
Get Book Here
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
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
ISBN: 9780395631249
Category : Business & Economics
Languages : en
Pages : 242
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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.
Author: Simon Horton
Publisher: Pearson UK
ISBN: 1292112832
Category : Business & Economics
Languages : en
Pages : 203
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Book Description
PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that’s asking for a raise, pitching an idea or deciding who gets the coffee. The Leader’s Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations. ‘An entertaining, immediately useful book that goes beyond advocating for win-win – Simon Horton shows us how to get there.’ Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take ‘Reading this book has made me think about how I negotiate and I have learned a lot... If you want to benefit your relationships while improving your business, then this is worth studying.’ Simon Woodroffe, founder of Yo!
Author: Lee E. Miller
Publisher: McGraw Hill Professional
ISBN: 007174651X
Category : Social Science
Languages : en
Pages : 289
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Book Description
“Breakthrough perspective. Every woman can benefit from this indispensable guide to getting what you want.” —Cathie Black, Chairman, Hearst Magazines “No matter what the situation, this book provides you with the negotiating techniques and the overall confidence to deal with the issue.” —Rose Marie Bravo, Chief Executive Officer, Burberry Ltd. “Much of life is one great big negotiation and in A Woman’s Guide to Successful Negotiating, this father-daughter team lets women in on the secrets they have learned over their lifetimes.” —Gail Evans, Author, Play Like a Man, Win Like a Woman SEE WHY ATLANTA WOMAN MaGaZiNE SELEcTED THiS BOOK aS ONE OF THE 50 BEST BOOKS FOr WOrKiNG WOMEN Are you afraid to ask for that raise or promotion or just don’t know how? Ever wonder why some women who get divorced end up with the financial re- sources they need to get on with their lives, while others suffer a drastic reduction in lifestyle? Discover the three keys to negotiating success for women. Understand the 10 most common mistakes that women make and how to avoid them. Learn from women such as CEO of Avon Andrea Jung, Chairman of Hearst Magazines Cathie Black, Emmy- winning actress Christine Baranski, and television anchor Alexis Glick how to get what you deserve in every aspect of your life, whether it is earning more money, buying your next car, or just getting your husband to help around the house.
Author: Peter B. Stark
Publisher: Crown Currency
ISBN: 1524758914
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
Discover the critical elements you need for a successful negotiation and 101 tactics to use in any high stakes business deal, when asking your boss for a raise, or even when asking your significant other to take out the garbage. In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively—and much more. Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.
Author: Jeff Weiss
Publisher: Harvard Business Review Press
ISBN: 1633690776
Category : Business & Economics
Languages : en
Pages : 209
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Book Description
Forget about the hard bargain. Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle—if you come to any agreement at all. But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You’ll learn how to: Prepare for your conversation Understand everyone’s interests Craft the right message Work with multiple parties Disarm aggressive negotiators Choose the best solution
Author: Steven Babitsky
Publisher: Seak Incorporated
ISBN: 9781892904317
Category : Business & Economics
Languages : en
Pages : 330
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Book Description
Author: George J. Siedel
Publisher: Van Rye Publishing, LLC
ISBN: 0990367126
Category : Business & Economics
Languages : en
Pages : 159
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Book Description
We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
Author: Jim Berry
Publisher: Createspace Independent Pub
ISBN: 9781505559873
Category : Business & Economics
Languages : en
Pages : 64
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Book Description
Negotiation is a practice that not everyone approves of it. There are those who hate it because they think it is too confrontation or simply they don't want to be bothered. This book will show you how negotiations in everyday transactions do not necessarily have to be confrontational, instead they can be fun. Becoming a master negotiator therefore requires that you develop certain qualities such as problem solving abilities, confidence and the flexibility to change tactic during the negotiation process. Practice always makes perfect and the more time and resources you put into the negotiation planning, the higher the chances that you will succeed and get what you want. Remember that you are not the only one on the negotiation table but rather a party to a wide range of interests and perspectives. Try to accommodate the views and concerns of the other people by listening carefully to what they are saying. Do not try to win every argument because this can make you look aggressive and rude from the perspective of your opponent. On the contrary, strive to make your argument reasonable and fair across the board. The guidelines illustrated in this book will teach you a new way of dealing with people regardless of how difficult or insensitive they are. You will become a better negotiator in both the simple and complex day-to-day negotiations that many people fear. In a negotiation process, every person is significant and there is no ultimate decision maker. Do not dictate what needs to be done and the perspective to be followed. Instead, win people over to your side through the simple tactic of communication skills. Be open to positive criticism and do not take anything personal. Being calm and composed will position you at a vantage point to win any negotiation.
Author: Michael Schatzki
Publisher: Business Expert Press
ISBN: 1947843109
Category : Business & Economics
Languages : en
Pages : 223
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Book Description
You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use negotiating tactics and strategies in a whole verity of situations? What should you say to close and wrap up the deal? This book will guide you through the entire negotiating process and make sure that you have the right words at your fingertips for any negotiating situation that you encounter. The author walks you through some key business negotiations, including a sales negotiation, a purchasing negotiation, and even how to negotiate salary and benefits for a new job. It is all here. A complete overview of the negotiation process and scripts you can use and modify to fit any situation.
