Negotiating The Deal

Author : Richard Hoare,Andrew Gummer
Publisher : Unknown
Page : 0 pages
File Size : 53,7 Mb
Release : 2022-03
Category : Negotiation in business
ISBN : 1914168046

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Do Deal by Richard Hoare,Andrew Gummer Pdf

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 : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 40,6 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 : Natalie Reynolds
Publisher : Icon Books Ltd
Page : 320 pages
File Size : 41,6 Mb
Release : 2016-03-03
Category : Business & Economics
ISBN : 9781785780332

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We Have a Deal by Natalie Reynolds Pdf

SHORTLISTED FOR 'BEST COMMUTER READ', CMI MANAGEMENT BOOK OF THE YEAR 2017 How do you ask for a promotion, deliver tough news to clients, or secure investment for your new business? The answer is negotiation. It is the most important skill you can develop to get what you want in business and life. No matter how much experience you’ve got, We Have a Deal can help you to improve your negotiation skill – developing an awareness of your habits and abilities, recognising what’s really going on in a deal, and building a flexible approach that is confident and appropriate to each situation. Negotiation expert Natalie Reynolds moves beyond the old-fashioned rules of deal making to explore why people react the way they do in certain situations and how can we use that knowledge to get a good deal. Her five-step DEALS method has helped individuals and organisations to excel at all kinds of negotiation, from clinching a pay rise to resolving disputes, from developing partnerships to shaking hands on multi-million dollar deals. We Have a Deal will help you to overcome obstacles, work with different personalities and in varied cultures, and develop an intelligent and flexible approach will empower you to get the best deal, every time.

Author : Robert C. Worthington
Publisher : Unknown
Page : 128 pages
File Size : 53,8 Mb
Release : 2015-11
Category : Electronic
ISBN : 0433483849

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Negotiation by Robert C. Worthington Pdf

Author : Christopher Alcantara
Publisher : University of Toronto Press
Page : 201 pages
File Size : 42,7 Mb
Release : 2013-03-05
Category : Political Science
ISBN : 9781442661530

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Negotiating the Deal by Christopher Alcantara Pdf

This book provides the first systematic and comprehensive analysis of the factors that explain both completed and incomplete treaty negotiations between Aboriginal groups and the federal, provincial, and territorial governments of Canada. Since 1973, groups that have never signed treaties with the Crown have been invited to negotiate what the government calls “comprehensive land claims agreements,” otherwise known as modern treaties, which formally transfer jurisdiction, ownership, and title over selected lands to Aboriginal signatories. Despite their importance, not all groups have completed such agreements – a situation that is problematic not only for governments but for Aboriginal groups interested in rebuilding their communities and economies. Using in-depth interviews with Indigenous, federal, provincial, and territorial officials, Christopher Alcantara compares the experiences of four Aboriginal groups: the Kwanlin Dün First Nation (with a completed treaty) and the Kaska Nations (with incomplete negotiations) in Yukon Territory, and the Inuit (completed) and Innu (incomplete) in Newfoundland and Labrador. Based on the experiences of these groups, Alcantara argues that scholars and policymakers need to pay greater attention to the institutional framework governing treaty negotiations and, most importantly, to the active role that Aboriginal groups play in these processes.

Author : David A. Lax,James K. Sebenius
Publisher : Harvard Business Press
Page : 304 pages
File Size : 43,5 Mb
Release : 2006-08-24
Category : Business & Economics
ISBN : 9781422143445

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3-d Negotiation by David A. Lax,James K. Sebenius Pdf

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 : Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello
Publisher : Harvard University Press
Page : 369 pages
File Size : 48,6 Mb
Release : 2004-04-15
Category : Law
ISBN : 9780674504103

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Beyond Winning by Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello Pdf

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 : J. Salacuse
Publisher : Springer
Page : 232 pages
File Size : 50,7 Mb
Release : 2013-09-04
Category : Business & Economics
ISBN : 9781137318749

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Negotiating Life by J. Salacuse Pdf

A complement to the successful The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century (Palgrave, 2003), Salacuse's new work is a comprehensive and easy-to-understand look at negotiation in everyday life. Drawing from his extensive experience around the world, Salacuse applies such large-scale examples as the Arab-Israeli conflicts or those in Berlin and shows us how to use such strategies in our own lives, from family and home life, to business and the workplace, even to our own thoughts as we negotiate compromises and agreement with ourselves. Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation.

Author : James C. Freund
Publisher : Simon and Schuster
Page : 260 pages
File Size : 54,5 Mb
Release : 1993-06-08
Category : Business & Economics
ISBN : 9780671869212

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Smart Negotiating by James C. Freund Pdf

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 : Harvard Business Review,Daniel Kahneman,Deepak Malhotra,Erin Meyer,Max H. Bazerman
Publisher : Harvard Business Press
Page : 186 pages
File Size : 55,5 Mb
Release : 2019-04-30
Category : Business & Economics
ISBN : 9781633697768

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HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) by Harvard Business Review,Daniel Kahneman,Deepak Malhotra,Erin Meyer,Max H. Bazerman Pdf

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 : Danny Ertel,Mark N Gordon
Publisher : Harvard Business Press
Page : 265 pages
File Size : 55,7 Mb
Release : 2007
Category : Business & Economics
ISBN : 1422102335

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The Point of the Deal by Danny Ertel,Mark N Gordon Pdf

Why do so many business deals that look good on paper end up in tatters once they’re put into action? Because deal makers often treat the signed contract as the final destination in their bargaining journey—instead of the start of a cooperative venture. InThe Point of the Deal, Danny Ertel and Mark Gordon show what negotiation looks like when the players involved strive to make the deal work in practice—not just on paper. In this book, you’ll discover how to make the transition from concentrating on getting the deal done to focusing on what it takes to achieve value after the ink has dried. With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to crafting an implementation mind-set works in all kinds of familiar business contexts—including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships.

Author : Donald J. Trump,Tony Schwartz
Publisher : Ballantine Books
Page : 401 pages
File Size : 54,6 Mb
Release : 2009-12-23
Category : Business & Economics
ISBN : 9780307575333

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Trump: The Art of the Deal by Donald J. Trump,Tony Schwartz Pdf

President Donald J. Trump lays out his professional and personal worldview in this classic work—a firsthand account of the rise of America’s foremost deal-maker. “I like thinking big. I always have. To me it’s very simple: If you’re going to be thinking anyway, you might as well think big.”—Donald J. Trump Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker’s art. And throughout, Trump talks—really talks—about how he does it. Trump: The Art of the Deal is an unguarded look at the mind of a brilliant entrepreneur—the ultimate read for anyone interested in the man behind the spotlight. Praise for Trump: The Art of the Deal “Trump makes one believe for a moment in the American dream again.”—The New York Times “Donald Trump is a deal maker. He is a deal maker the way lions are carnivores and water is wet.”—Chicago Tribune “Fascinating . . . wholly absorbing . . . conveys Trump’s larger-than-life demeanor so vibrantly that the reader’s attention is instantly and fully claimed.”—Boston Herald “A chatty, generous, chutzpa-filled autobiography.”—New York Post

Author : James M. Klotz
Publisher : Kluwer Law International B.V.
Page : 242 pages
File Size : 52,9 Mb
Release : 2008-01-01
Category : Business & Economics
ISBN : 9789041127136

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Power Tools for Negotiating International Business Deals by James M. Klotz Pdf

Doing International Business? Here are the Tools! Power Tools for Negotiating International Deals is a nuts and bolts guide. This book is the handbook read before the negotiation. It is also to be used during the negotiation when a decision to stand firm or compromise must be made. Power Tools for Negotiating International Deals shows how international business works, where to stake high ground, what concessions to make, and what mistakes to avoid. Filled with checklists and case examples, these are the power tools needed for negotiating business deals in the global marketplace. When negotiating an international deal, there is often only one good opportunity to strike the bargain and make the deal. To do so, a businessperson needs tools to know what to ask for, what to counter with, and what to offer up as a reasonable compromise. That is how deals get done. Without knowing the terms that would make the best international deal, the deal may still get done and– it just will not be the best that could have been negotiated. Power Tools for Negotiating International Deals explains the key issues that need to be negotiated in an international business deal, be it a product sale, agency/brokerage, consulting agreement, distributorship, license, joint venture or consortium. Some of the topics covered in this book: the basics of international business deals negotiating international sales of goods and services negotiating international agency and consulting deals negotiating international distribution deals negotiating international license deals negotiating international joint venture and consortium deals James M. Klotz is one of Canadaand’s leading international business lawyers. In addition to cochairing the International Business Transactions group of one of Canadaand’s largest law firms, he has written several books and treatises on international business law and negotiation. He has taught courses in international business law at Osgoode Hall Law School, Toronto, and in international risk assessment at the University of Toronto, School of Continuing Studies. When not flying around the world on deals, he lives and works in Toronto.

Author : Herbert M. Kritzer
Publisher : Univ of Wisconsin Press
Page : 230 pages
File Size : 53,7 Mb
Release : 1991
Category : Language Arts & Disciplines
ISBN : 0299128245

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Let's Make a Deal by Herbert M. Kritzer Pdf

Veteran San Francisco policeman Mullen is out to clean up the reputation of the town by re-evaluating the activity and goals of the 1851 Vigilance Committee, which has loomed so large in historical interpretations. He analyzes the incidence of crime, and describes the development of courts, police, and jails from 1846 to 1852. Describes the day-to-day negotiation and settlement process, which keeps 99% of all lawsuits from ever coming to court. The data is drawn from interviews with lawyers involved in state and federal cases, so the perspective is a lawyer's rather than a litigant's. Paper edition (unseen), $12.95. Annotation copyrighted by Book News, Inc., Portland, OR

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 45,9 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