Effective Negotiation

Author : Ray Fells
Publisher : Cambridge University Press
Page : 248 pages
File Size : 42,9 Mb
Release : 2009-11-16
Category : Business & Economics
ISBN : 9781139482462

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Effective Negotiation by Ray Fells Pdf

Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 51,7 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

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 : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 43,5 Mb
Release : 2015-10-08
Category : Business & Economics
ISBN : 9781119155522

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The Negotiation Book by Steve Gates Pdf

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 : Benoliel Michael
Publisher : World Scientific
Page : 536 pages
File Size : 41,7 Mb
Release : 2014-09-16
Category : Business & Economics
ISBN : 9789814556965

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Negotiation Excellence: Successful Deal Making (2nd Edition) by Benoliel Michael Pdf

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

Author : Ray Fells
Publisher : Cambridge University Press
Page : 273 pages
File Size : 44,5 Mb
Release : 2012-05-08
Category : Business & Economics
ISBN : 9781107605381

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Effective Negotiation by Ray Fells Pdf

'Effective Negotiation' offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.

Author : Anonim
Publisher : Unknown
Page : 156 pages
File Size : 42,7 Mb
Release : 1996
Category : Compromise (Law)
ISBN : STANFORD:36105061858895

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Effective Legal Negotiation and Settlement by Anonim Pdf

Author : Kai Monheim
Publisher : Routledge
Page : 308 pages
File Size : 49,5 Mb
Release : 2014-10-24
Category : Business & Economics
ISBN : 9781317632085

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How Effective Negotiation Management Promotes Multilateral Cooperation by Kai Monheim Pdf

Multilateral negotiations on worldwide challenges have grown in importance with rising global interdependence. Yet, they have recently proven slow to address these challenges successfully. This book discusses the questions which have arisen from the highly varying results of recent multilateral attempts to reach cooperation on some of the critical global challenges of our times. These include the long-awaited UN climate change summit in Copenhagen, which ended without official agreement in 2009; Cancún one year later, attaining at least moderate tangible results; the first salient trade negotiations after the creation of the WTO, which broke down in Seattle in 1999 and were only successfully launched in 2001 in Qatar as the Doha Development Agenda; and the biosafety negotiations to address the international handling of Living Modified Organisms, which first collapsed in 1999, before they reached the Cartagena Protocol in 2000. Using in-depth empirical analysis, the book examines the determinants of success or failure in efforts to form regimes and manage the process of multilateral negotiations. The book draws on data from 62 interviews with organizers and chief climate and trade negotiators to discover what has driven delegations in their final decision on agreement, finding that with negotiation management, organisers hold a powerful tool in their hands to influence multilateral negotiations. This comprehensive negotiation framework, its comparison across regimes and the rich and first-hand empirical material from decision-makers make this invaluable reading for students and scholars of politics, international relations, global environmental governance, climate change and international trade, as well as organizers and delegates of multilateral negotiations. This research has been awarded the German Mediation Scholarship Prize for 2014 by the Center for Mediation in Cologne.

Author : Charles Nehme
Publisher : Charles Nehme
Page : 18 pages
File Size : 52,8 Mb
Release : 2024-06-12
Category : Law
ISBN : 8210379456XXX

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Effective Negotiations by Charles Nehme Pdf

Negotiation is a process of communication and discussion between two or more parties, with the goal of reaching an agreement or resolving a conflict. Negotiation typically involves a give-and-take approach, where both parties make concessions and compromises to reach a mutually beneficial outcome. Negotiation can occur in a variety of settings, including business, politics, legal disputes, personal relationships, and more. It often involves a series of meetings or discussions, where both parties attempt to persuade each other to agree to their proposed terms. Effective negotiation requires good communication skills, active listening, and the ability to understand and address the needs and interests of all parties involved. Negotiators must be willing to compromise, find common ground, and work towards a solution that meets everyone's needs. Overall, negotiation is an important skill for individuals and organizations to possess, as it can help to resolve conflicts, build relationships, and create mutually beneficial agreements.

Author : Juliet Nierenberg,Irene S. Ross
Publisher : Duncan Baird
Page : 160 pages
File Size : 55,9 Mb
Release : 2003
Category : Negotiation
ISBN : 1904292151

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The Secrets of Successful Negotiation by Juliet Nierenberg,Irene S. Ross Pdf

A new generation of business guides for real people. This is a business book with a difference - learn to become the negotiator in demand with practical advice and fantastic illustrations. Gain expert advice on how to achieve optimum negotiation power. Practical suggestions and more than 20 step-by-step Work Solutions will transform your negotiating ability. Learn how to overcome barriers such as anger and rejection, negotiate from a position of weakness, and make every second of a negotiation dialogue positive and constructive. From opening gambits to developing your listening and intuitive skills, this exciting book presents all you need to know to maximize your negotiating power and, in the process, to realize your ambitions and achieve your business goals.

Author : Stuart Diamond
Publisher : Crown Currency
Page : 418 pages
File Size : 53,8 Mb
Release : 2010-12-28
Category : Business & Economics
ISBN : 9780307716910

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Getting More by Stuart Diamond Pdf

NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.

Author : Robert C. Worthington
Publisher : Unknown
Page : 128 pages
File Size : 41,8 Mb
Release : 2015-11
Category : Electronic
ISBN : 0433483849

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Negotiation by Robert C. Worthington Pdf

Author : Omar Periu
Publisher : Createspace Independent Pub
Page : 108 pages
File Size : 48,5 Mb
Release : 2013-11-14
Category : Business & Economics
ISBN : 1493774050

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Effective Negotiation by Omar Periu Pdf

Omar Periu has combined his sales and negotiation experience with his tremendous ability to lead and persuade in order to develop an effective negotiations system. This is a hands-on, how-to, negotiation book that will change your life forever. You may not realize it yet, but you are always negotiating. Whether you are making a purchase, selling, or working with clients, you'll be put in the negotiation hot seat. Effective Negotiations is designed for anyone who wants to learn how to Master the Art Science and Skills of Negotiations. The methods and systems reviewed in this book can help you save money, make money, and increase your negotiating power in any transaction. In Omar's real estate negotiations book, you will learn: The Five Basic Principles of Real Estate Negotiation How to Win/Win Your Way to Success Mastering the Process of Negotiation 36 Winning Strategies & Tactics

Author : Tony Rossiter
Publisher : In Easy Steps
Page : 192 pages
File Size : 43,7 Mb
Release : 2013-12-17
Category : Business & Economics
ISBN : 8210379456XXX

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Effective Negotiations in easy steps by Tony Rossiter Pdf

To negotiate: to confer with others in order to reach a compromise or agreement. That’s the dictionary definition. It’s something we do every day, like it or not. We can’t avoid it. It doesn’t have to involve contracts or business deals. It might just mean agreeing a deadline for the task you’re working on, sorting out office accommodation or equipment for a new member of staff, or talking to your boss about your vacation plans. Discussions of this kind may not be thought of as negotiations. But often, in order to arrive at a solution all the interested parties can accept, you need to settle for less than you would ideally like. You need to give and take – in other words, to negotiate. Negotiations don’t have to be formal exchanges with a set agenda conducted around a table. They can be formal or informal; internal (with colleagues in your own organization) or external; bilateral (involving just one other party) or multi-party. They come in all shapes and sizes. They can take a couple of minutes or a couple of months. Whether you have to negotiate contracts, you’re in sales and have to negotiate with customers or your organization has overseas interests and you’re involved in international negotiations, the principles and techniques of effective negotiation apply to all of these scenarios. Effective Negotiations in easy steps will show you how, in the familiar In Easy Steps style, with clear and easy steps and explanations, colour illustrations and hot tips.

Author : Margaret A. Neale,Thomas Z. Lys
Publisher : Profile Books
Page : 435 pages
File Size : 43,7 Mb
Release : 2015-07-02
Category : Business & Economics
ISBN : 9781782831068

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Getting (More Of) What You Want by Margaret A. Neale,Thomas Z. Lys Pdf

Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.

Author : Ray Fells,Noa Sheer
Publisher : Cambridge University Press
Page : 433 pages
File Size : 47,6 Mb
Release : 2019-10-29
Category : Business & Economics
ISBN : 9781108701297

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Effective Negotiation by Ray Fells,Noa Sheer Pdf

A practical and thematic approach to negotiation and mediation for students and professionals.