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Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 52,9 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 : Harvard Business Review,Daniel Kahneman,Deepak Malhotra,Erin Meyer,Max H. Bazerman
Publisher : Harvard Business Press
Page : 186 pages
File Size : 46,6 Mb
Release : 2019-04-30
Category : Business & Economics
ISBN : 9781633697768
Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Author : William Ury
Publisher : Bantam
Page : 210 pages
File Size : 45,7 Mb
Release : 2007-04-17
Category : Business & Economics
ISBN : 9780553903645
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 : Harvard Business Review
Publisher : Harvard Business Press
Page : 256 pages
File Size : 51,9 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 : QuickRead,Lea Schullery
Publisher : QuickRead.com
Page : 23 pages
File Size : 52,8 Mb
Release : 2024-07-01
Category : Study Aids
ISBN : 8210379456XXX
The how-to guide for learning the secrets of negotiation from the FBI’s lead negotiator, implement the techniques and learn how to always get what you want. After joining the FBI, Chris Voss suddenly found himself face-to-face with a variety of criminals, from bank robbers to terrorists, all making demands and threatening to take lives along the way. Reaching the peak of his profession, Chris became the FBI’s lead international kidnapping negotiator. Through Never Split the Difference, Chris takes you inside the world of high-stakes negotiations and lays out the techniques he and his colleagues used to get what they wanted and save the lives of hostages. Now, you can use Chris’s book as a guide to learn how to implement the key elements of negotiation and become more persuasive in your professional and personal life. Do you want more free book summaries like this? Download our app for free at https://www.QuickRead.com/App and get access to hundreds of free book and audiobook summaries. DISCLAIMER: This book summary is meant as a preview and not a replacement for the original work. If you like this summary please consider purchasing the original book to get the full experience as the original author intended it to be. If you are the original author of any book on QuickRead and want us to remove it, please contact us at [email protected]
Author : Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello
Publisher : Harvard University Press
Page : 369 pages
File Size : 43,9 Mb
Release : 2004-04-15
Category : Law
ISBN : 9780674504103
Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one’s own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle—clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession.
Author : Robert Mnookin
Publisher : Simon and Schuster
Page : 336 pages
File Size : 43,5 Mb
Release : 2010-02-09
Category : Business & Economics
ISBN : 1416583645
The art of negotiation—from one of the country’s most eminent practitioners and the Chair of the Harvard Law School’s Program on Negotiation. One of the country’s most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts—when you are facing an adversary you don’t trust, who may harm you, or who you may even feel is evil. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts.
Author : Reed K. Holden
Publisher : FT Press
Page : 151 pages
File Size : 54,9 Mb
Release : 2012-05-16
Category : Business & Economics
ISBN : 9780133064797
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.
Author : Jim Hornickel
Publisher : John Wiley & Sons
Page : 161 pages
File Size : 45,8 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 : Karen Kelsky
Publisher : Crown
Page : 450 pages
File Size : 49,8 Mb
Release : 2015-08-04
Category : Education
ISBN : 9780553419429
The definitive career guide for grad students, adjuncts, post-docs and anyone else eager to get tenure or turn their Ph.D. into their ideal job Each year tens of thousands of students will, after years of hard work and enormous amounts of money, earn their Ph.D. And each year only a small percentage of them will land a job that justifies and rewards their investment. For every comfortably tenured professor or well-paid former academic, there are countless underpaid and overworked adjuncts, and many more who simply give up in frustration. Those who do make it share an important asset that separates them from the pack: they have a plan. They understand exactly what they need to do to set themselves up for success. They know what really moves the needle in academic job searches, how to avoid the all-too-common mistakes that sink so many of their peers, and how to decide when to point their Ph.D. toward other, non-academic options. Karen Kelsky has made it her mission to help readers join the select few who get the most out of their Ph.D. As a former tenured professor and department head who oversaw numerous academic job searches, she knows from experience exactly what gets an academic applicant a job. And as the creator of the popular and widely respected advice site The Professor is In, she has helped countless Ph.D.’s turn themselves into stronger applicants and land their dream careers. Now, for the first time ever, Karen has poured all her best advice into a single handy guide that addresses the most important issues facing any Ph.D., including: -When, where, and what to publish -Writing a foolproof grant application -Cultivating references and crafting the perfect CV -Acing the job talk and campus interview -Avoiding the adjunct trap -Making the leap to nonacademic work, when the time is right The Professor Is In addresses all of these issues, and many more.
Author : Kwame Christian
Publisher : Unknown
Page : 175 pages
File Size : 54,8 Mb
Release : 2018-11-04
Category : Electronic
ISBN : 0578414368
Author : David A. Lax,James K. Sebenius
Publisher : Harvard Business Press
Page : 304 pages
File Size : 47,9 Mb
Release : 2006-08-24
Category : Business & Economics
ISBN : 9781422143445
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
Author : Bill Fraser
Publisher : Institute of Public Administration of Canada
Page : 16 pages
File Size : 42,9 Mb
Release : 2006
Category : Electronic
ISBN : 1550610929
Author : Deborah M. Kolb,Jessica L. Porter
Publisher : John Wiley & Sons
Page : 292 pages
File Size : 55,5 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 : Tony English
Publisher : Common Ground Publishing
Page : 296 pages
File Size : 43,8 Mb
Release : 2010
Category : Business & Economics
ISBN : 1863356738
Tony English wrote Tug of War for negotiation experts and others who might be interested in a fresh analytical method which draws on the literature of negotiation but delves into many other disciplines, including international relations, fine arts, philosophy, management, anthropology and psychology. The book focuses on international negotiation but is relevant to negotiation in general. Tony interviewed many veteran negotiators in diplomacy, hostage release and business. He weaves the rich character, skills and experience of individual veterans into the book, and presents two cases in fine detail. The informants include: Hugh Davies, lead British negotiator for the return of Hong Kong to China; Sir Alan Donald, British Ambassador to China and several other countries; Terry Waite, of Beirut kidnap fame; Meg McDonald, Australian Ambassador for the Environment and team leader for the greenhouse gas negotiations at Kyoto; Malcolm Lyon, Australia's lead negotiator for the Torres Strait Treaty with Papua New Guinea; Don Kenyon, Australian Ambassador to Belgium, Luxembourg and the European Union, and former Chairman of the WTO's Dispute Settlement Body; Doug Anderson, Managing Director of P and O Ports; Sam Passow, Research Director of London's Centre for Dispute Resolution; Geoff Goon, a major exporter of fruit and vegetables from Australia to the Middle East; Steven Hochman and Kirk Wolcott, dispute resolution advisers to President Jimmy Carter; and a few others who needed anonymity. Tony also draws on his own experience in several countries. At the core of the book is the tension, which comprises complementary phenomena, both physical and abstract, that compete for influence over our behaviour. Profuse forces generate tensions. Tony presents a model of negotiation context that comprises tensions and the forces generating them. Expert negotiators are expert tension managers and therefore have high 'contextual intelligence', a variation on Robert Sternberg's concept of Successful Intelligence in cognitive psychology. Tony links contextual intelligence with seven traits identified in his veterans. Some writers refer to the tension but neglect its nuances and miss its generic value in analysing negotiations and other human activity as people try to impose manageable order on chaotic information. We are all tension managers, whether or not we are aware of it.