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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: 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: Inara Scott
Publisher: Entangled: Indulgence
ISBN: 1622669029
Category : Fiction
Languages : en
Pages : 213
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Book Description
Rules of Negotiation by Inara Scott He let her make the rules... NYC's most eligible bachelor, Brit Bencher, is also known as The Slayer for his reputation in the boardroom...and the bedroom. And he'll do anything to take care of his family, even seduce high-powered corporate attorney Tori Anderson in the hopes of getting her to reveal confidential information about one of her clients. But for the first time in his life, he finds he's falling for a woman. ...and then he started to break them. After juggling the demands of her career and the stress of caring for her ailing mother, Tori Anderson doesn't have time for relationships—but that doesn't mean she doesn't want to feel like a woman. When Brit offers a no-strings attached fling, it sounds like exactly what she needs. But what will she do when Brit decides he won't take "one night stand" for an answer? When Tori uncovers his lies, will he lose his chance with her forever?
Author: Jeanette Nyden
Publisher:
ISBN: 9780981800479
Category : Business & Economics
Languages : en
Pages : 186
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Book Description
Are you getting results the results you deserve at the bargaining table? You deserve a great deal but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals without sacrificing their bottom-line. They know how to: Uncover hidden agendasEffectively negotiate price Demand and define tradeoffs Use influence to their advantage Manage power imbalances You can too. Negotiation Rules! is packed with dozens of relevant and practical techniques that will help you successfully negotiate your next big deal. You can't play the game if you don't know the rules!" - Professor G. Richard Shell, author of Bargaining for Advantage and The Art of Woo I know from experience that the concepts and techniques in Negotiation Rules! work. - MaryPat Theiler Cheng, Vice President, Netstar Communications, Inc. Grab this book before your competitors do! - Lee B. Salz, CEO of Business Expert Webinars and author of the award-winning book Soar despite Your Dodo Sales Manager Negotiation Rules! should be on every Sales Professional's reading list. By following the approach in this book you will close BIGGER deals, create happier customers, and ultimately bring home a bigger paycheck. - Jeb Blount, author of Power Principles and Sales Guy's 7 Rules for Outselling the Recession
Author: Chester L. Karrass
Publisher:
ISBN: 9780965227490
Category : Negotiation in business
Languages : en
Pages : 425
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Book Description
Whether negotiating a critical agreement, closing a deal, or advancing one's goals, almost every interaction involves some kind of negotiation, yet so few understand the process.
Author: Harvard Business Review
Publisher: Harvard Business Press
ISBN: 1633697762
Category : Business & Economics
Languages : en
Pages : 189
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Book Description
Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Author: William Hernández Requejo
Publisher: St. Martin's Press
ISBN: 1466886412
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
Author: Jeffrey S. Rosenschein
Publisher: MIT Press
ISBN: 9780262181594
Category : Computers
Languages : en
Pages : 268
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Book Description
Provides a unified, coherent account of machine interaction at the level of the machine designers (the society of designers) and the level of the machine interaction itself (the resulting artificial society). Rules of Encounter applies the general approach and the mathematical tools of game theory in a formal analysis of rules (or protocols) governing the high-level behavior of interacting heterogeneous computer systems. It describes a theory of high-level protocol design that can be used to constrain manipulation and harness the potential of automated negotiation and coordination strategies to attain more effective interaction among machines that have been programmed by different entities to pursue different goals. While game theoretic ideas have been used to answer the question of how a computer should be programmed to act in a given specific interaction, here they are used in a new way, to address the question of how to design the rules of interaction themselves for automated agents. Rules of Encounter provides a unified, coherent account of machine interaction at the level of the machine designers (the society of designers) and the level of the machine interaction itself (the resulting artificial society). Taking into account such attributes of the artificial society as efficiency, and the self-interest of each member in the society of designers, it analyzes what kinds of rules should be instituted to govern interaction among these autonomous agents. The authors point out that adjusting the rules of public behavior--or the rules of the game--by which the programs must interact can influence the private strategies that designers set up in their machines, shaping design choices and run-time behavior, as well as social behavior. Artificial Intelligence series
Author: David A. Lax
Publisher: Harvard Business Press
ISBN: 1591397995
Category : Business & Economics
Languages : en
Pages : 298
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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.
Author: Deepak Malhotra
Publisher: Bantam
ISBN: 0553384112
Category : Business & Economics
Languages : en
Pages : 354
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Book Description
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
Author: Martin Latz
Publisher: St. Martin's Press
ISBN: 1429988800
Category : Business & Economics
Languages : en
Pages : 388
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Book Description
"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful." --Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge. Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result. Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and experience: The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively. The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table. Gain the Edge! will arm you with: * Practical strategies to get the information you need before you sit down at the table * Tactics to maximize your leverage when seemingly powerless * Secrets to success in emotionally charged negotiations * A step-by-step system to design the most effective offer-concession strategy * Ways to deal with different personality types, ethics, and negotiation "games" * Specific advice on how to negotiate for your next salary, car, or house * Negotiating tips for other business and personal matters Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically. Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.
