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Author: Florence Kennedy Rolland
Publisher: Routledge
ISBN: 1000206122
Category : Business & Economics
Languages : en
Pages : 238
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Book Description
Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation. Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it’s creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.
Author: Florence Kennedy Rolland
Publisher: Routledge
ISBN: 1000206122
Category : Business & Economics
Languages : en
Pages : 238
Get Book Here
Book Description
Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation. Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it’s creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.
Author: Florence Kennedy Rolland
Publisher: Routledge
ISBN: 1000206084
Category : Business & Economics
Languages : en
Pages : 232
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Book Description
Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation. Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it’s creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.
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: Russell Korobkin
Publisher: Liveright Publishing
ISBN: 1631490214
Category : Business & Economics
Languages : en
Pages : 250
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Book Description
"A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice." -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight "As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book." -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master. The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties. · Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you. · Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about. From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable? Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.
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: G. Richard Shell
Publisher: Penguin
ISBN: 1101221372
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
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
Author: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 0804745862
Category : Business & Economics
Languages : en
Pages : 478
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Book Description
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author: Bruno Verdini Trejo
Publisher: MIT Press
ISBN: 0262534371
Category : Political Science
Languages : en
Pages : 331
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Book Description
Strategies for transboundary natural resource management; winner of Harvard Law School's Raiffa Award for best research of the year in negotiation and conflict resolution. Transboundary natural resource negotiations, often conducted in an atmosphere of entrenched mistrust, confrontation, and deadlock, can go on for decades. In this book, Bruno Verdini outlines an approach by which government, private sector, and nongovernmental stakeholders can overcome grievances, break the status quo, trade across differences, and create mutual gains in high-stakes water, energy, and environmental negotiations. Verdini examines two landmark negotiations between the United States and Mexico. The two cases—one involving conflict over shared hydrocarbon reservoirs in the Gulf of Mexico and the other involving disputes over the shared waters of the Colorado River—resulted in groundbreaking agreements in 2012, after decades of deadlock. Drawing on his extensive interviews with more than seventy high-ranking negotiators in the United States and Mexico—from presidents and ambassadors to general managers, technical experts, and nongovernmental advocates—Verdini offers detailed accounts from multiple points of view, on both sides of the border. He unpacks the negotiation, leadership, collaborative decision-making, and political communication strategies that made agreement possible. Building upon the theoretical and empirical findings, Verdini offers advice for practitioners on effective negotiation and dispute resolution strategies that avoid the presumption that there are not enough resources to go around, and that one side must win and the other must inevitably lose. This investigation is the winner of Harvard Law School's Howard Raiffa Award for best research of the year in negotiation, mediation, decision-making, and dispute resolution.
Author: Marco Behrmann
Publisher:
ISBN: 9780889374676
Category : Cooperativeness
Languages : en
Pages : 0
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Book Description
How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude. Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation - and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes,competencies, and the impact of our own behavior. Reallifecase examples vividly illustrate the specific measuresindividuals and teams can take to systematically improvetheir powers of persuasion and bargaining strength. Thebook also describes a modern approach to raisingnegotiation competencies as part of personneldevelopment, making it suitable for use in trainingcourses as well as for anyone who wants to be a morepersuasive and successful negotiator.
Author: Michael Watkins
Publisher: John Wiley & Sons
ISBN: 9780787965235
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Breakthrough Business Negotiation demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances. Watkins also explains how to prevent disputes from poisoning deals.
