Mastering Negotiation

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Mastering Negotiation

Michael Ross Fowler
Mastering Negotiation Book PDF

Author : Michael Ross Fowler
Publisher : Unknown
Page : 0 pages
File Size : 50,7 Mb
Release : 2017
Category : Dispute resolution (Law)
ISBN : 1611630487

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Mastering Negotiation by Michael Ross Fowler Pdf

This comprehensive book covers the key stages of the negotiation process: choosing an approach, preparing to negotiate, initiating talks, moving to substantive bargaining and problem-solving, overcoming common difficulties, and closing a deal. It focuses on issues of negotiation strategy, especially those associated with the interest-based or mutual-gains negotiation that professional negotiators often use in complex disputes. Special features include chapters on cross-cultural negotiations, group negotiations, and ethical issues. "People engaged in the study and practice of negotiation and appropriate dispute resolution have long been on the lookout for a book that explores all of the advances in principled or interest-based negotiation that have occurred since the 1981 publication of that ground-breaking work by Roger Fisher and Bill Ury, Getting to Yes: Negotiating Agreement Without Giving In. Professor Michael Fowler's Mastering Negotiation is a clear, engaging, wide-ranging, and perceptive study, ideal for classroom adoption and sure to be of great interest to university students and faculty as well as practitioners in law firms, board-rooms, civil society, foreign ministries, and the halls of politics." -- Sean Byrne, Director, Arthur V. Mauro Centre for Peace & Justice, and Professor of Peace & Conflict Studies, St. Paul's College, University of Manitoba "This is a landmark contribution to the teaching, learning, and practice of negotiation. . .The book succeeds on two tracks: it is a tour-de-force in articulation and critical examination of fundamental concepts, but it is also an intensely practical guide to techniques for applying those concepts. In every chapter, specific illustrations and real-world examples abound, as do checklists and roadmaps. The book is destined to be a well-thumbed reference guide to what succeeds and what fails in diverse negotiation contexts." -- Donald L. Burnett, Jr., Professor (Emeritus) of Law, University of Idaho Dean, College of Law

Mastering Business Negotiation

Roy J. Lewicki,Alexander Hiam
Mastering Business Negotiation Book PDF

Author : Roy J. Lewicki,Alexander Hiam
Publisher : John Wiley & Sons
Page : 315 pages
File Size : 54,6 Mb
Release : 2011-01-11
Category : Business & Economics
ISBN : 9781118046944

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Mastering Business Negotiation by Roy J. Lewicki,Alexander Hiam Pdf

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

Mastering the Art of Negotiation

Geurt Jan de Heus
Mastering the Art of Negotiation Book PDF

Author : Geurt Jan de Heus
Publisher : BIS Publishers
Page : 216 pages
File Size : 44,6 Mb
Release : 2017-09-19
Category : Business & Economics
ISBN : 9063694318

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Mastering the Art of Negotiation by Geurt Jan de Heus Pdf

The art of negotiation is in searching together for possibilities that serve as many interests as possible. In times where 'win as much as you can' is on the rise worldwide, this is a refreshing alternative.

One Step Ahead

David Sally
One Step Ahead Book PDF

Author : David Sally
Publisher : St. Martin's Press
Page : 304 pages
File Size : 48,9 Mb
Release : 2020-05-05
Category : Business & Economics
ISBN : 9781250166401

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One Step Ahead by David Sally Pdf

There’s been a revolution in negotiating tactics. The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace. One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life—One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages. Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead—no matter whom you are facing across the table.

Trump-Style Negotiation

George H. Ross
Trump Style Negotiation Book PDF

Author : George H. Ross
Publisher : John Wiley & Sons
Page : 237 pages
File Size : 40,8 Mb
Release : 2010-12-14
Category : Business & Economics
ISBN : 9781118038970

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Trump-Style Negotiation by George H. Ross Pdf

Ever since he wrote The Art of the Deal, Trump has been the world’s most famous negotiator—even though he didn’t reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner.

How to Master Negotiation

CEDR
How to Master Negotiation Book PDF

Author : CEDR
Publisher : Bloomsbury Publishing
Page : 261 pages
File Size : 55,6 Mb
Release : 2015-12-03
Category : Business & Economics
ISBN : 9781784510510

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How to Master Negotiation by CEDR Pdf

How to Master Negotiation provides individuals with a guide of how to prepare themselves and others for a variety of negotiations; ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict. Over 12 chapters, How to Master Negotiation takes the reader through the concepts and practical skills that a negotiator needs. The book is highly practical with each chapter containing a relevant case study and practical tips in addition to theory and explanation of the concepts.

The Bartering Mindset

Brian C. Gunia
The Bartering Mindset Book PDF

Author : Brian C. Gunia
Publisher : University of Toronto Press
Page : 249 pages
File Size : 44,5 Mb
Release : 2019-02-08
Category : Business & Economics
ISBN : 9781487500962

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The Bartering Mindset by Brian C. Gunia Pdf

We use money to solve our everyday problems, and it generally works well. Despite its economic benefits, however, money has a psychological downside: it trains us to think about negotiations narrow-mindedly, leading us to negotiate badly. Suggesting that we need a non-monetary mindset to negotiate better, The Bartering Mindset shows us how to look outside the monetary economy - to the bartering economies of the past, where people traded what they had for what they needed. The book argues that, because of the economic difficulties associated with bartering, barterers had to use a more sophisticated form of negotiation - a strategic approach that can make us master negotiators today. This book immerses readers in the assumptions made by barterers, collectively referred to as the "bartering mindset," and then demonstrates how to apply this mindset to modern, monetary negotiations. The Bartering Mindset concludes that our individual, organizational, and social problems fester for a predictable reason: we apply a monetary mindset to our negotiations, leading to suboptimal thinking, counterproductive behaviors, and disappointing outcomes. By offering the bartering mindset as an alternative, this book will help people negotiate better and thrive.

Mastering High-Stakes Negotiations

Mark Bilgin
Mastering High Stakes Negotiations Book PDF

Author : Mark Bilgin
Publisher : Booklocker.com
Page : 336 pages
File Size : 43,7 Mb
Release : 2017-03-05
Category : Business & Economics
ISBN : 1634920406

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Mastering High-Stakes Negotiations by Mark Bilgin Pdf

Success of any negotiation depends on the team skills. This book contains valuable information, ideas, and techniques for individuals who take part in high-stakes negotiations in both leading and supporting roles. Mastering High-Stakes Negotiations is a valuable resource for growth minded buyers and sellers to learn soft and hard concepts.

Mastering the Business of Global Trade

Thomas A. Cook
Mastering the Business of Global Trade Book PDF

Author : Thomas A. Cook
Publisher : CRC Press
Page : 398 pages
File Size : 42,8 Mb
Release : 2014-02-05
Category : Business & Economics
ISBN : 9781466595798

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Mastering the Business of Global Trade by Thomas A. Cook Pdf

Much of your company‘s success in global trade will be determined by how well you manage contracts and agreements for sale or purchase. Mastering the Business of Global Trade: Negotiating Competitive Advantage Contractual Best Practices, Incoterms, and Leveraging Supply Chain Options explains the key elements any international business person must

Negotiation Mastering Business in Asia

Peter Nixon
Negotiation Mastering Business in Asia Book PDF

Author : Peter Nixon
Publisher : John Wiley & Sons
Page : 303 pages
File Size : 46,5 Mb
Release : 2012-07-24
Category : Business & Economics
ISBN : 9781118499153

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Negotiation Mastering Business in Asia by Peter Nixon Pdf

The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.

Mastering International Trade

Akgun, Mutlu
Mastering International Trade Book PDF

Author : Akgun, Mutlu
Publisher : Mutlu Akgun
Page : 140 pages
File Size : 46,6 Mb
Release : 2023-10-12
Category : Law
ISBN : 8210379456XXX

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Mastering International Trade by Akgun, Mutlu Pdf

This comprehensive guide is designed to provide you with the knowledge and tools to effectively manage and execute international trade. It is divided into three sections, each of which provides you with a detailed overview of the most important aspects of international trade.

The Master of Negotiation

Anonim
The Master of Negotiation Book PDF

Author : Anonim
Publisher : Hebooks
Page : 86 pages
File Size : 52,5 Mb
Release : 2024-07-02
Category : Antiques & Collectibles
ISBN : 8210379456XXX

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The Master of Negotiation by Anonim Pdf

In "The Master of Negotiation: Strategies for Winning in Any Situation or Any Deal," embark on a transformative journey to become a skilled negotiator. This book is a comprehensive guide that delves into the art and science of negotiation, offering valuable insights and practical techniques to navigate various scenarios successfully. From understanding the psychology of negotiation to mastering communication and problem-solving, each chapter equips you with the tools to excel in any negotiation context. Whether you're negotiating in business, personal relationships, or high-stakes situations, this book empowers you to embrace negotiation as a lifelong skill and achieve mutually beneficial outcomes. Unleash your negotiation potential and embark on a path of continuous growth and success as a master negotiator.

Mastering the Art of Negotiation in 10 Steps

Seraphina Blake
Mastering the Art of Negotiation in 10 Steps Book PDF

Author : Seraphina Blake
Publisher : RWG Publishing
Page : 39 pages
File Size : 51,6 Mb
Release : 2024-06-12
Category : Business & Economics
ISBN : 8210379456XXX

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Mastering the Art of Negotiation in 10 Steps by Seraphina Blake Pdf

Mastering the Art of Negotiation in 10 Steps: Win-Win Strategies offers a fresh perspective on the art of negotiation, challenging the traditional notion of negotiation as a zero-sum game. Drawing from the groundbreaking work of renowned experts like Roger Fisher, William Ury, Ralph D. Stacey, and Herb Cohen, this book presents a revolutionary approach to achieving mutually beneficial outcomes. Through ten comprehensive steps, author Seraphina Blake guides readers through the principles and strategies of win-win negotiations, empowering them to navigate complex scenarios with confidence, empathy, and a collaborative mindset. Packed with real-world examples and practical exercises, this book is an essential toolkit for professionals, entrepreneurs, and anyone seeking to master the art of negotiation and foster long-lasting, productive relationships.

The Skilled Negotiator

Kathleen Reardon
The Skilled Negotiator Book PDF

Author : Kathleen Reardon
Publisher : John Wiley & Sons
Page : 254 pages
File Size : 41,7 Mb
Release : 2014-01-31
Category : Business & Economics
ISBN : 9781118919248

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The Skilled Negotiator by Kathleen Reardon Pdf

In The Skilled Negotiator Kathleen Reardon engagingly describes how to expand on negotiation strategies and develop language skills to enhance success in negotiation. The book is filled with real-life examples revealing how to detect subtleties in manner and speech that negotiation novices fail to notice. You'll learn how to identify the 'choice points' that occur during negotiations, how to influence and redirect the conversation to address what you need and ultimately get what you want. The author helps you: Identify your negotiation style and its limitations Use language strategically whether you're being subtle or direct Recognize deception and manage it Position and persuade artfully Effectively negotiate one-on-one and in teams Deal constructively with your own and others—heated emotions

Negotiating for Success: Essential Strategies and Skills

George J. Siedel
Negotiating for Success Essential Strategies and Skills Book PDF

Author : George J. Siedel
Publisher : Van Rye Publishing, LLC
Page : 159 pages
File Size : 45,7 Mb
Release : 2014-10-04
Category : Business & Economics
ISBN : 9780990367123

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Negotiating for Success: Essential Strategies and Skills by George J. Siedel Pdf

We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.