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Author: Michael Ross Fowler
Publisher:
ISBN: 9781611630480
Category : Dispute resolution (Law)
Languages : en
Pages : 0
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Book Description
This comprehensive book covers the key stages of the negotiation process: choosing an approach, preparing to negotiate, initiating talks, moving to substantive bargaining and problem-solving, overcoming common difficulties, and closing a deal. It focuses on issues of negotiation strategy, especially those associated with the interest-based or mutual-gains negotiation that professional negotiators often use in complex disputes. Special features include chapters on cross-cultural negotiations, group negotiations, and ethical issues. "People engaged in the study and practice of negotiation and appropriate dispute resolution have long been on the lookout for a book that explores all of the advances in principled or interest-based negotiation that have occurred since the 1981 publication of that ground-breaking work by Roger Fisher and Bill Ury, Getting to Yes: Negotiating Agreement Without Giving In. Professor Michael Fowler's Mastering Negotiation is a clear, engaging, wide-ranging, and perceptive study, ideal for classroom adoption and sure to be of great interest to university students and faculty as well as practitioners in law firms, board-rooms, civil society, foreign ministries, and the halls of politics." -- Sean Byrne, Director, Arthur V. Mauro Centre for Peace & Justice, and Professor of Peace & Conflict Studies, St. Paul's College, University of Manitoba "This is a landmark contribution to the teaching, learning, and practice of negotiation. . .The book succeeds on two tracks: it is a tour-de-force in articulation and critical examination of fundamental concepts, but it is also an intensely practical guide to techniques for applying those concepts. In every chapter, specific illustrations and real-world examples abound, as do checklists and roadmaps. The book is destined to be a well-thumbed reference guide to what succeeds and what fails in diverse negotiation contexts." -- Donald L. Burnett, Jr., Professor (Emeritus) of Law, University of Idaho Dean, College of Law
Author: Michael Ross Fowler
Publisher:
ISBN: 9781611630480
Category : Dispute resolution (Law)
Languages : en
Pages : 0
Get Book
Book Description
This comprehensive book covers the key stages of the negotiation process: choosing an approach, preparing to negotiate, initiating talks, moving to substantive bargaining and problem-solving, overcoming common difficulties, and closing a deal. It focuses on issues of negotiation strategy, especially those associated with the interest-based or mutual-gains negotiation that professional negotiators often use in complex disputes. Special features include chapters on cross-cultural negotiations, group negotiations, and ethical issues. "People engaged in the study and practice of negotiation and appropriate dispute resolution have long been on the lookout for a book that explores all of the advances in principled or interest-based negotiation that have occurred since the 1981 publication of that ground-breaking work by Roger Fisher and Bill Ury, Getting to Yes: Negotiating Agreement Without Giving In. Professor Michael Fowler's Mastering Negotiation is a clear, engaging, wide-ranging, and perceptive study, ideal for classroom adoption and sure to be of great interest to university students and faculty as well as practitioners in law firms, board-rooms, civil society, foreign ministries, and the halls of politics." -- Sean Byrne, Director, Arthur V. Mauro Centre for Peace & Justice, and Professor of Peace & Conflict Studies, St. Paul's College, University of Manitoba "This is a landmark contribution to the teaching, learning, and practice of negotiation. . .The book succeeds on two tracks: it is a tour-de-force in articulation and critical examination of fundamental concepts, but it is also an intensely practical guide to techniques for applying those concepts. In every chapter, specific illustrations and real-world examples abound, as do checklists and roadmaps. The book is destined to be a well-thumbed reference guide to what succeeds and what fails in diverse negotiation contexts." -- Donald L. Burnett, Jr., Professor (Emeritus) of Law, University of Idaho Dean, College of Law
Author: Roy J. Lewicki
Publisher: John Wiley & Sons
ISBN: 1118046943
Category : Business & Economics
Languages : en
Pages : 315
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Book Description
Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success
Author: David Sally
Publisher: St. Martin's Press
ISBN: 1250166403
Category : Business & Economics
Languages : en
Pages : 304
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Book Description
There’s been a revolution in negotiating tactics. The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace. One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life—One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages. Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead—no matter whom you are facing across the table.
Author: George H. Ross
Publisher: John Wiley & Sons
ISBN: 1118038975
Category : Business & Economics
Languages : en
Pages : 237
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Book Description
Ever since he wrote The Art of the Deal, Trump has been the world’s most famous negotiator—even though he didn’t reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner.
Author: Mark Bilgin
Publisher: Booklocker.com
ISBN: 9781634920407
Category : Business & Economics
Languages : en
Pages : 336
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Book Description
Success of any negotiation depends on the team skills. This book contains valuable information, ideas, and techniques for individuals who take part in high-stakes negotiations in both leading and supporting roles. Mastering High-Stakes Negotiations is a valuable resource for growth minded buyers and sellers to learn soft and hard concepts.
Author: Brian C. Gunia
Publisher: University of Toronto Press
ISBN: 1487500963
Category : Business & Economics
Languages : en
Pages : 249
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Book Description
We use money to solve our everyday problems, and it generally works well. Despite its economic benefits, however, money has a psychological downside: it trains us to think about negotiations narrow-mindedly, leading us to negotiate badly. Suggesting that we need a non-monetary mindset to negotiate better, The Bartering Mindset shows us how to look outside the monetary economy - to the bartering economies of the past, where people traded what they had for what they needed. The book argues that, because of the economic difficulties associated with bartering, barterers had to use a more sophisticated form of negotiation - a strategic approach that can make us master negotiators today. This book immerses readers in the assumptions made by barterers, collectively referred to as the "bartering mindset," and then demonstrates how to apply this mindset to modern, monetary negotiations. The Bartering Mindset concludes that our individual, organizational, and social problems fester for a predictable reason: we apply a monetary mindset to our negotiations, leading to suboptimal thinking, counterproductive behaviors, and disappointing outcomes. By offering the bartering mindset as an alternative, this book will help people negotiate better and thrive.
Author: CEDR
Publisher: Bloomsbury Publishing
ISBN: 1784510513
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
How to Master Negotiation provides individuals with a guide of how to prepare themselves and others for a variety of negotiations; ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict. Over 12 chapters, How to Master Negotiation takes the reader through the concepts and practical skills that a negotiator needs. The book is highly practical with each chapter containing a relevant case study and practical tips in addition to theory and explanation of the concepts.
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: QuickRead
Publisher: QuickRead.com
ISBN:
Category : Study Aids
Languages : en
Pages : 23
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Book Description
The how-to guide for learning the secrets of negotiation from the FBI’s lead negotiator, implement the techniques and learn how to always get what you want. After joining the FBI, Chris Voss suddenly found himself face-to-face with a variety of criminals, from bank robbers to terrorists, all making demands and threatening to take lives along the way. Reaching the peak of his profession, Chris became the FBI’s lead international kidnapping negotiator. Through Never Split the Difference, Chris takes you inside the world of high-stakes negotiations and lays out the techniques he and his colleagues used to get what they wanted and save the lives of hostages. Now, you can use Chris’s book as a guide to learn how to implement the key elements of negotiation and become more persuasive in your professional and personal life. Do you want more free book summaries like this? Download our app for free at https://www.QuickRead.com/App and get access to hundreds of free book and audiobook summaries. DISCLAIMER: This book summary is meant as a preview and not a replacement for the original work. If you like this summary please consider purchasing the original book to get the full experience as the original author intended it to be. If you are the original author of any book on QuickRead and want us to remove it, please contact us at
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Author: G. Richard Shell
Publisher: Penguin
ISBN: 1101221372
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
