Author: Philippe Korda
Publisher: Business Expert Press
ISBN: 1606493078
Category : Business & Economics
Languages : en
Pages : 237
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Book Description
This book is based upon detailed research on the behavior and skills of successful negotiators. From this research, the book extracts Five Golden Rules along with simple tools and techniques which, if applied, guarantee a successful negotiation outcome. The book itself is based upon a fictional buyer- salesperson relationship. The book starts with the two protagonists meeting over lunch on the day the Buyer is due to retire. They begin to discuss their business relationship over the years and the book uses different episodes/meetings during that time to bring out the above Golden Rules and other negotiation concepts. The book provides simple tools to help apply the Golden Rules and each chapter concludes with a summary of the key points and questions to be considered.
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: 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.
Author: Latz
Publisher: Brisance Books
ISBN: 9781944194475
Category : Business & Economics
Languages : en
Pages : 352
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Book Description
Author: Martin E. Latz
Publisher: Macmillan
ISBN: 9780312322816
Category : Business & Economics
Languages : en
Pages : 392
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Book Description
A former negotiator for the White House offers a practical nuts-and-bolts guide that takes readers from theory to hands-on techniques on how to negotiate effectively.
Author: William Ury
Publisher: Bantam
ISBN: 0553903640
Category : Business & Economics
Languages : en
Pages : 210
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Book Description
We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!
Author: Mike Buchanan
Publisher: Kogan Page Publishers
ISBN: 0749452382
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
For many organizations, the best option for improving profits is to reduce costs. This handbook presents a long-term, structured approach to cost reduction through smart procurement practices. It provides readers with a thorough understanding of the philosophy, psychology, and practice of buying.
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: F. Pfetsch
Publisher: Springer
ISBN: 0230206514
Category : Political Science
Languages : en
Pages : 231
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Book Description
Negotiating Political Conflicts analyzes comprehensively the foundations for understanding negotiations: What is negotiation? What are the most important concepts and terms? Empirical examples illustrate theoretical conceptions. Academics and practitioners will find this book an invaluable companion to the theory and practice of negotiation.
Author: Stephen K. Hacker
Publisher: Business Expert Press
ISBN: 1606493787
Category : Business & Economics
Languages : en
Pages : 365
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Book Description
Transformational coaching by a person who has personally experienced transformation and has mastered a specific coaching methodology is a powerful catalyst for holistic change. The transformational coach can awaken individuals and groups to greater awareness and a sense of purpose that enables them to move through these barriers and access untapped sources of energy for breakthrough potential. This book offers a practical yet provocative approach and gives coaches, organizational and business leaders, HR executives, and other change agents a proven approach for creating transformative change on an individual and collective scale by first coaching themselves and then other individuals, their teams, and their organizations for significant improvements in performance and effectiveness. This is a hopeful book that envisions individuals bringing their whole selves to work; work as an act of co-creation among everyone in the organization; and organizations deepening their connection to their employees, stakeholders and partners, and society as a whole. The book's unique contributions to the field of individual and collective transformation in the workplace are built on three central ideas: Radical improvement is possible only through a transformation rooted in expanding consciousness and integrating the body, mind, and spirit. Purpose and vision can then be drawn from deeper wisdom and fueled from a larger source of creative energy, spirit-generated creativity. Radical improvement in collective performance is not a top-down phenomenon. Rather it hinges upon the individual members embracing transformation in their own lives and finding alignment between their and the group's purpose, vision, and values Radical improvement can be implemented, sustained, and repeated if it is pursued through a holistic, systematic, yet practical framework that also incorporates solid processes for planning and implementing change and measuring results.
