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Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 45,6 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246
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 : James C. Freund
Publisher : Simon and Schuster
Page : 260 pages
File Size : 49,5 Mb
Release : 1993-06-08
Category : Business & Economics
ISBN : 9780671869212
The four vital steps for successful negotiation--explained with wit and clarity by a master negotiator. Using examples from his own broad range of negotiating experiences, Freund presents a "game-plan" approach to negotiating--a technique far more successful than hardball competition or win-win cooperation.
Author : Richard Hoare,Andrew Gummer
Publisher : Unknown
Page : 0 pages
File Size : 48,9 Mb
Release : 2022-03
Category : Negotiation in business
ISBN : 1914168046
We negotiate constantly. In work, and in life. As we try to get the 'best deal', it can feel like a tug of war - without the fun. Yet what if the process was more collaborative, and even laid the foundations for a strong future relationship? In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their refreshing approach to negotiation. Not only has it led to major record deals and enduring creative partnerships, but also a reputation for getting the deal done without leaving both parties bruised and battered. Now, they will help you to: - Identify your natural negotiating style - Develop strategies to deal with difficult situations (and people) - Build trust and negotiate more collaboratively - Think creatively to enrich deal terms With case studies from Glastonbury Festival and films such as True Grit, this is an essential read before any negotiation. Soon you'll be approaching the bargaining table with new skills and greater confidence, regardless of the cards you're holding. Deal?
Author : Fotini Iconomopoulos
Publisher : Jaico Publishing House
Page : 337 pages
File Size : 40,9 Mb
Release : 2023-01-18
Category : Business & Economics
ISBN : 9789393559234
Unconventional Negotiation Techniques to Get What You Want NEGOTIATION WITHOUT FEAR, FOR EVERYONE, EVERYWHERE. Nicknamed “the Negotiator” as a child, Fotini Iconomopoulos has been honing her skills her entire life. Now Iconomopoulos shares her simple, innovative strategies, debunks common negotiation myths and explains how effective negotiation can happen all around us in situations big and small. In Say Less, Get More you’ll find out how to: ASSESS YOUR SITUATION so you can adjust your negotiation tactics accordingly UNDERSTAND who you are negotiating with, their background and goals MANAGE THE NEGOTIATION PROCESS to overcome obstacles and find common ground COMMUNICATE EFFECTIVELY by learning what to say and when to say it Armed with Iconomopoulos’s sensible strategies and proven advice, you’ll be able to cultivate relationships and confidently get what you want in business and in life.
Author : Jutta Portner
Publisher : iUniverse
Page : 204 pages
File Size : 42,8 Mb
Release : 2017-03-10
Category : Business & Economics
ISBN : 9781532013683
Do you still argue or start negotiating with family and friends? With business partners? Nearly every day, were called on to solve conflict of interests. Quite often, we do it unconsciously and are surprised when it ends up deadlocked. Real pros know they achieve better results if they have knowledge and experience in negotiating. In Better Negotiating, author Jutta Portner demonstrates, with the help of many real-life case studies, how to negotiate more effectively. Portner discusses how negotiation plays an integral role in daily life. In this guide, she introduces the Harvard method and shares a process for improving these skills. She tells how to prepare a NEGO in short time structure the conversation to come to an agreement be empathetic to convince your partners to cooperate apply body language professionally achieve long-lasting results that satisfy the needs of both sides. Portner, an international expert in teaching negotiation in organization, has more than twenty years of experience. In Better Negotiating, she clearly illustrates general principles that will help you persuade your counterpart. The interactive book starts each chapter with a self-assessment to better understand your abilities and make room for improvement.
Author : Clive Rich
Publisher : Random House
Page : 354 pages
File Size : 45,5 Mb
Release : 2013-03-28
Category : Business & Economics
ISBN : 9781448132690
Negotiation is fundamental to our lives; whether it’s getting your kids to eat their greens, making your case for a pay rise, or trying to secure a multi-million pound deal for your company. However, negotiation has changed. It's no longer about confrontation where there are winners and losers. Collaboration is now the name of the game. YouGov research commissioned for this book shows UK PLC is losing £9 million per hour from poor negotiating – £17 billion per year. Can you afford to be without a modern framework for deal-making? In The Yes Book, Clive Rich provides a method for generating success based on years of experience working for or with major organisations and super brands including Sony, Yahoo, Apple, the BBC, Tesco, and Simon Cowell's Syco, during a negotiating career in which he has brokered more than £10 billion worth of deals. By breaking negotiation into its three key elements of Attitude, Behaviour and Process, he helps you learn how to shape, create and close deals. You will discover what your negotiating style is, and how you can apply it to influence others and give yourself the edge. This is the ultimate guide to using the power of negotiation to get more of what you want, in both business and life outside the office.
Author : John Mattock,Jöns Ehrenborg
Publisher : Kogan Page Publishers
Page : 164 pages
File Size : 55,6 Mb
Release : 1996
Category : Business & Economics
ISBN : 0749420936
Offers advice on seeing through the process of negotiation, whether individually or as part of a team.
Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 55,6 Mb
Release : 2015-10-08
Category : Business & Economics
ISBN : 9781119155522
Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage
Author : Jim Thomas
Publisher : Harper Collins
Page : 324 pages
File Size : 51,8 Mb
Release : 2009-10-13
Category : Business & Economics
ISBN : 9780061750182
Discover the Power Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating, including: The 21 rules of successful negotiating -- and how to defend against them! "Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others Why Americans are among the worst negotiators on Earth How to overcome your natural reluctance to bargain Why win-win negotiating is so vital How to thoroughly prepare for your negotiations How to deal with counterparts who intimidate or harass you How to negotiate ethically -- and deal with those who don't How to negotiate more successfully across cultural lines Thomas's Truisms -- 50 memorable negotiating maxims The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!
Author : Harvard Business Review
Publisher : Harvard Business Press
Page : 256 pages
File Size : 42,7 Mb
Release : 2017-06-06
Category : Business & Economics
ISBN : 9781633692732
Managing the human side of work Research by Daniel Goleman, a psychologist and coauthor of Primal Leadership, has shown that emotional intelligence is a more powerful determinant of good leadership than technical competence, IQ, or vision. Influencing those around us and supporting our own well-being requires us to be self-aware, know when and how to regulate our emotional reactions, and understand the emotional responses of those around us. No wonder emotional intelligence has become one of the crucial criteria in hiring and promotion. But luckily it’s not just an innate trait: Emotional intelligence is composed of skills that all of us can learn and improve on. In this guide, you’ll learn how to: Determine your emotional intelligence strengths and weaknesses Understand and manage your emotional reactions Deal with difficult people Make smarter decisions Bounce back from tough times Help your team develop emotional intelligence Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.
Author : Deborah M. Kolb,Jessica L. Porter
Publisher : John Wiley & Sons
Page : 292 pages
File Size : 52,5 Mb
Release : 2015-01-27
Category : Business & Economics
ISBN : 9781118352410
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Author : Jim Hornickel
Publisher : John Wiley & Sons
Page : 161 pages
File Size : 47,6 Mb
Release : 2013-11-12
Category : Business & Economics
ISBN : 9781118836934
How to execute win-win negotiations every time, in business and in life Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties. Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict Spells out the six principles of ethical influence Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.
Author : Michael C. Donaldson
Publisher : John Wiley & Sons
Page : 390 pages
File Size : 46,5 Mb
Release : 2011-04-18
Category : Business & Economics
ISBN : 9781118068083
People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting the short end of the stick. Negotiating For Dummies offers tips and strategies to help you become a more comfortable and effective negotiator. It shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating For Dummies helps you enter any negotiation with confidence and come out feeling like a winner.
Author : J. Scott,Mark Ferguson,Carol Scott
Publisher : Biggerpockets Publishing, LLC
Page : 263 pages
File Size : 54,5 Mb
Release : 2019-03-28
Category : Business & Economics
ISBN : 1947200062
With over 1,000 successful real estate deals between them, the authors combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process -- from the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing. Aimed at real estate investors and agents at any level, this book not only covers all aspects of negotiating real estate deals, but also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals, as well as dialogue that will teach you what to say and how to say it, strengthening your ability to close profitable transactions.
Author : Jeremy G. Thorn
Publisher : Global Management Enterprises, LLC
Page : 208 pages
File Size : 45,5 Mb
Release : 2009-06-24
Category : Electronic
ISBN : 1934747483
How to Negotiate Better Deals will help all those who have to negotiate as part of their job, whether they are buying, selling or in general management. The practical advice offered by the author is based on years of negotiating experience around the world. It will also be invaluable for many everyday life situations. This book explains not only how to negotiate, but why, when and where. It covers the strategies of both cooperative and competitive bargaining, as well as how to handle confrontation. There is detailed discussion on how to ensure that the best deal is struck in each case, how to promote mutual gain and how to avoid a shared loss. A vast array of tactics is discussed, which the reader can use - or defend against. The book clearly explains: * When - and when not - to negotiate * How to plan your case in advance, avoid unpleasant surprises * How to make the best of your advantages * How to bid for what you want and trade concessions at least cost * How to signal what you need without prejudicing your case * How to interpret the signals you receive in return * How to settle the deal you have struck * How to improve the outcome by building a power base * How to handle personality and cultural differences * With a summary of what to do when faced with 'difficult' types. The book also contains a comprehensive summary checklist, together with a list of 'games people play' and suggestions for practice.
