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Author: Michael Wheeler
Publisher: Simon and Schuster
ISBN: 1451690444
Category : Business & Economics
Languages : en
Pages : 320
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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.
Author: Michael Wheeler
Publisher: Simon and Schuster
ISBN: 1451690444
Category : Business & Economics
Languages : en
Pages : 320
Get Book Here
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.
Author: Tony English
Publisher: Common Ground Publishing
ISBN: 9781863356732
Category : Business & Economics
Languages : en
Pages : 296
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Book Description
Tony English wrote Tug of War for negotiation experts and others who might be interested in a fresh analytical method which draws on the literature of negotiation but delves into many other disciplines, including international relations, fine arts, philosophy, management, anthropology and psychology. The book focuses on international negotiation but is relevant to negotiation in general. Tony interviewed many veteran negotiators in diplomacy, hostage release and business. He weaves the rich character, skills and experience of individual veterans into the book, and presents two cases in fine detail. The informants include: Hugh Davies, lead British negotiator for the return of Hong Kong to China; Sir Alan Donald, British Ambassador to China and several other countries; Terry Waite, of Beirut kidnap fame; Meg McDonald, Australian Ambassador for the Environment and team leader for the greenhouse gas negotiations at Kyoto; Malcolm Lyon, Australia's lead negotiator for the Torres Strait Treaty with Papua New Guinea; Don Kenyon, Australian Ambassador to Belgium, Luxembourg and the European Union, and former Chairman of the WTO's Dispute Settlement Body; Doug Anderson, Managing Director of P and O Ports; Sam Passow, Research Director of London's Centre for Dispute Resolution; Geoff Goon, a major exporter of fruit and vegetables from Australia to the Middle East; Steven Hochman and Kirk Wolcott, dispute resolution advisers to President Jimmy Carter; and a few others who needed anonymity. Tony also draws on his own experience in several countries. At the core of the book is the tension, which comprises complementary phenomena, both physical and abstract, that compete for influence over our behaviour. Profuse forces generate tensions. Tony presents a model of negotiation context that comprises tensions and the forces generating them. Expert negotiators are expert tension managers and therefore have high 'contextual intelligence', a variation on Robert Sternberg's concept of Successful Intelligence in cognitive psychology. Tony links contextual intelligence with seven traits identified in his veterans. Some writers refer to the tension but neglect its nuances and miss its generic value in analysing negotiations and other human activity as people try to impose manageable order on chaotic information. We are all tension managers, whether or not we are aware of it.
Author: Charles S. Loughran
Publisher: BNA Books (Bureau of National Affairs)
ISBN:
Category : Business & Economics
Languages : en
Pages : 600
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Book Description
Labor negotiation is like no other negotiation. This book tells you how to plan your strategy, approach difficult topics, and conclude successfully. In step-by-step chapters, the author tells you how to prepare the management team, present your agenda, cost out demands and offers, draft contract language, and more. You get important background facts on negotiating health and welfare benefits, pension plans, and other volatile issues. Plus, the book includes successful approaches for negotiating joint union-management programs such as stock-option plans and gainsharing. The author explains the law with real-life examples to guide you to a cooperative, mutually beneficial agreement.
Author: J. Nyden
Publisher: Springer
ISBN: 1137344156
Category : Business & Economics
Languages : en
Pages : 234
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Book Description
Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.
Author: Tim Ohai
Publisher: John Wiley & Sons
ISBN: 1118064291
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
What if chaos is good? What if random complexity is not the enemy, but a competitive asset instead? Could it be possible to thrive in the chaos, to actually harness it during your sales conversations? Sales Chaos is a groundbreaking book that outlines a new paradigm that applies the latest research and the scientific principles of chaos theory to the challenges facing today's sales professional. The result of this philosophy creates a whole new approach to business, one in which sales conversations are driven by relevance, not simple activity. It's called Agility Selling. Agility Selling is not a sales technique. Nor is it a sales process. While techniques and processes have value, Agility Selling is bigger than that. It is a genuinely fresh approach to selling, birthed by chaos and grounded in science. Agility Selling is a methodology designed to help you identify repeatable and predictable patterns in the complex world of selling so that you can consistently be more relevant than your competition and create more value for your clients. It doesn't matter if you are new to sales or a seasoned professional; Sales Chaos provides the key information any seller should know to turn the scientific theory of Agility Selling into more relevant sales conversations and bottom-line sales results. Learn more about the practices behind the book at www.saleschaos.com
Author: Randall Englund
Publisher: Berrett-Koehler Publishers
ISBN: 1523097051
Category : Business & Economics
Languages : en
Pages : 291
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Book Description
The Complete Project Manager: Integrating People, Organizational, and Technical Skills is the practical guide that addresses the “soft” project management skills that are so essential to successful project, program, and portfolio management. Through a storytelling approach, the authors explain the necessary skills—and how to use them—to create an environment that supports project success. They demonstrate both the “why” and the “how” of creatively applying soft project management skills in the areas of leadership, conflict resolution, negotiations, change management, and more. This guide has an accompanying workbook, The Complete Project Manager's Toolkit , sold separately.
Author: Herb Cohen
Publisher: Bantam
ISBN: 0553281097
Category : Business & Economics
Languages : en
Pages : 260
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Book Description
Regardless of who you are or what you want, you can negotiate anything promises Herb Cohen, the world’s best negotiator. From mergers to marriages, from loans to lovemaking, the #1 bestseller You Can Negotiate Anything proves that “money, justice, prestige, love—it’s all negotiable.” Hailed by such publications as Time, People, and Newsweek, Cohen has advised presidents on everything from domestic policy to hostage crises to combating internal terrorism. His advice: “Be patient, be personal, be informed—and you can bargain successfully for anything.” Inside, you’ll learn the keys to using Herb Cohen’s proven strategy for dealing with your mate, your boss, your credit card company, your children, your lawyer, your best friends, and even yourself: •The three crucial steps to success • Identifying the other side’s negotiating style—and how to deal with it • The win-win technique • Using time to your advantage • The power of persistence, persuasion, and attitude • The art of the telephone negotiation, and much more “Power is based upon perception—if you think you’ve got it then you’ve got it!” affirms Herb Cohen, the world’s expert. And with this book, you’ve got the power to get what you really want right in your hands.
Author: Karen S. Walch
Publisher: John Wiley & Sons
ISBN: 1119374901
Category : Business & Economics
Languages : en
Pages : 195
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Book Description
Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.
Author: Geurt Jan de Heus
Publisher: BIS Publishers
ISBN: 9789063694319
Category : Business & Economics
Languages : en
Pages : 216
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Book Description
The art of negotiation is in searching together for possibilities that serve as many interests as possible. In times where 'win as much as you can' is on the rise worldwide, this is a refreshing alternative.
Author: Peter Sander
Publisher: Simon and Schuster
ISBN: 1507202695
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
Deskripsi A quick-and-easy guide to core business and career concepts—no MBA required! The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses. In today’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep. From hiring and firing to strategizing and calculating revenues, Negotiating 101: From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating by Peter Sander is an easy-to-understand roadmap of today’s complex business world, packed with hundreds of entertaining tidbits and concepts that can’t be found anywhere else. So whether you’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way. Tentang Penulis Peter Sander is an author, researcher, and consultant in the fields of business, location reference, and personal finance. He has written more than forty books, including Value Investing for Dummies, Personal Finance for Entrepreneurs, and 101 Things Everyone Should Know About Economics. The author of numerous articles dealing with investment strategies, he is also the coauthor of the top-selling the 100 Best Stocks series.
