Negotiating With Giants

Author : Peter D Johnston
Publisher : Unknown
Page : 290 pages
File Size : 51,5 Mb
Release : 2007-11-30
Category : Electronic
ISBN : 142516207X

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Negotiating with Giants by Peter D Johnston Pdf

How do you negotiate with Wal-Mart? With America's President over going to war? An improved education for your kids? A cleaner environment? An ethical issue with an intimidating boss? An unequal personal relationship? A Super Bowl victory for a team of losers? A capital infusion for a start-up venture? Better healthcare for your family? The return of stolen treasure, lost rights or a canceled credit card? Your survival if you're taken hostage by an armed killer? In this pioneering book, negotiation expert Peter Johnston surprises us with answers to these far-flung questions, laying out unique strategies and concrete steps we can all use to handle the growing number of giants in our personal and professional lives. As readers, we travel across time - through riveting, real-life stories - uncovering the secrets of successful smaller players so we, too, can get what we want against the odds.

Author : R. Kumar,V. Worm
Publisher : Springer
Page : 189 pages
File Size : 44,7 Mb
Release : 2011-11-22
Category : Business & Economics
ISBN : 9780230353909

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International Negotiation in China and India by R. Kumar,V. Worm Pdf

Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behaviour.

Author : James C. Freund
Publisher : Simon and Schuster
Page : 260 pages
File Size : 49,9 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 : Peter D. Johnston
Publisher : Unknown
Page : 381 pages
File Size : 53,6 Mb
Release : 2019
Category : Electronic
ISBN : 0980942144

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Weapons of Peace by Peter D. Johnston Pdf

Author : Bo Burlingham
Publisher : Penguin
Page : 304 pages
File Size : 55,9 Mb
Release : 2016-10-11
Category : Business & Economics
ISBN : 9781101992333

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Small Giants by Bo Burlingham Pdf

How maverick companies have passed up the growth treadmill — and focused on greatness instead. It’s an axiom of business that great companies grow their revenues and profits year after year. Yet quietly, under the radar, a small number of companies have rejected the pressure of endless growth to focus on more satisfying business goals. Goals like being great at what they do, creating a great place to work, providing great customer service, making great contributions to their communities, and finding great ways to lead their lives. In Small Giants, veteran journalist Bo Burlingham takes us deep inside fourteen remarkable companies that have chosen to march to their own drummer. They include Anchor Brewing, the original microbrewer; CitiStorage Inc., the premier independent records-storage business; Clif Bar & Co., maker of organic energy bars and other nutrition foods; Righteous Babe Records, the record company founded by singer-songwriter Ani DiFranco; Union Square Hospitality Group, the company of restaurateur Danny Meyer; and Zingerman’s Community of Businesses, including the world-famous Zingerman’s Deli of Ann Arbor. Burlingham shows how the leaders of these small giants recognized the full range of choices they had about the type of company they could create. And he shows how we can all benefit by questioning the usual definitions of business success. In his new afterward, Burlingham reflects on the similarities and learning lessons from the small giants he covers in the book.

Author : Bill Richardson,Kevin Bleyer
Publisher : Rodale Books
Page : 258 pages
File Size : 55,8 Mb
Release : 2013-10-15
Category : Business & Economics
ISBN : 9781623360580

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How to Sweet-Talk a Shark by Bill Richardson,Kevin Bleyer Pdf

Sharks are not evil. But they're single-minded and very, very hungry. On land, they take the form of bosses, businesspeople, colleagues, family, and sociopathic neighbors. In the world of former governor of New Mexico and US ambassador to the United Nations Bill Richardson, they have taken the form of the most powerful people in the world. He's engaged in high-stakes, face-to-face negotiations with Castro, Saddam, the Taliban, two generations of North Korean leadership, and many more of the world's most infamous dictators—and done it so well he was known as the "Undersecretary of Thugs" while with the Clinton administration. Now the 5-time Nobel Peace Prize nominee tells these stories—from Washington, DC, to the Middle East to Pyongyang—in all their intense and sometimes absurd glory. How to Sweet-Talk a Shark is a rare, candid, and entertaining glimpse into an insider's world of high-stakes negotiation—showing Richardson's successes and failures in some of the world's least friendly places. Meanwhile, readers get frank lessons in the art of negotiation: how to prepare, how to size up your opponent, how to understand the nature of power in a standoff, how to give up only what is necessary while getting what you want, and many other strategies Richardson has mastered through at-the-table experience—and from working with other master negotiators like Presidents Obama and Clinton, and Nelson Mandela. These are takeaways that anyone can use to negotiate with the power brokers, dealmakers, and, yes, the hungry sharks in their own lives.

Author : Mick Wall
Publisher : Orion
Page : 357 pages
File Size : 54,9 Mb
Release : 2010-12-30
Category : Biography & Autobiography
ISBN : 9781409111214

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When Giants Walked the Earth by Mick Wall Pdf

The final word on the world's greatest rock band, Led Zeppelin. They were 'the last great band of the sixties; the first great band of the seventies'; they rose, somewhat unpromisingly, from the ashes of the Yardbirds to become one of the biggest-selling rock bands of all time. Mick Wall, respected rock writer and former confidant of both Page and Plant, unflinchingly tells the story of the band that wrote the rulebook for on-the-road excess - and eventually paid the price for it, with disaster, drug addiction and death. WHEN GIANTS WALKED THE EARTH reveals for the first time the true extent of band leader Jimmy Page's longstanding interest in the occult, and goes behind the scenes to expose the truth behind their much-hyped yet spectacularly contrived comeback at London's O2 arena last year, and how Jimmy Page plans to bring the band back permanently - if only his former protégé, now part-time nemesis, Robert Plant will allow him to. Wall also recounts, in a series of flashbacks, the life stories of the five individuals that made the dream of Led Zeppelin into an even more incredible and hard-to-swallow reality: Page, Plant, John Paul Jones, John Bonham, and their infamous manager, Peter Grant. The culmination of several years research, this book tells the full, shocking story of Led Zeppelin from the inside, written by someone who has known Jimmy Page for over twenty years.

Author : Chester L. Karrass
Publisher : Harper Collins
Page : 276 pages
File Size : 52,8 Mb
Release : 1994-10-07
Category : Business & Economics
ISBN : 9780887307096

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Negotiating Game Rev by Chester L. Karrass Pdf

In Business, You Don't Get What You Deserve, You Get What You Negotiate.Now more than ever, successful people are turning to Karrass and The Negotiating Game. Chester L. Karrass is the leader in the field of negotiation, and more than 260 of the Fortine 500 license the Karrass program.The Negotiating Game will teach you to: recognize that you have more power than you think -- in every negotiation determine the right price and terms at which to sell, and when to close with any customer persuade others to work with you, rather than against you set and meet budgets complete and administer contracts effectively work on and solve problems with people in your organization deal effeciently with service people avoid or, if necessary, break impasses

Author : Frank D. McCann
Publisher : Springer
Page : 318 pages
File Size : 45,9 Mb
Release : 2018-08-24
Category : History
ISBN : 9783319929101

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Brazil and the United States during World War II and Its Aftermath by Frank D. McCann Pdf

The military alliance between the United States and Brazil played a critical role in the outcome of World War II, and yet it is largely overlooked in historiography of the war. In this definitive account, Frank McCann investigates Brazilian-American military relations from the 1930s through the years after the alliance ended in 1977. The two countries emerge as imbalanced giants with often divergent objectives and expectations. They nevertheless managed to form the Brazilian Expeditionary Force and a fighter squadron that fought in Italy under American command, making Brazil the only Latin American country to commit troops to the war. With the establishment of the US Air Force base in Natal, Northeast Brazil become a vital staging area for air traffic supplying Allied forces in the Middle East and Asian theaters. McCann deftly analyzes newly opened Brazilian archives and declassified American intelligence files to offer a more nuanced account of how this alliance changed the course of World War II, and how the relationship deteriorated in the aftermath of the war.

Author : Herminia Ibarra,Deborah M. Kolb,Robert J. Robinson,James K. Sebenius,Lyle Sussman,Michael Watkins,Michael A. Wheeler,Judith Williams,George Wu
Publisher : Unknown
Page : 139 pages
File Size : 52,8 Mb
Release : 2001
Category : Deals
ISBN : 1578511771

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Negotiation by Herminia Ibarra,Deborah M. Kolb,Robert J. Robinson,James K. Sebenius,Lyle Sussman,Michael Watkins,Michael A. Wheeler,Judith Williams,George Wu Pdf

Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following items: "Negotiation Analysis: An Introduction" by Michael A. Wheeler; "Rethinking 'Preparation' in Negotiation" by Michael Watkins; "Dealmaking Essentials: Creating and Claiming Value for the Long Term" by James K. Sebenius; "Two Psychological Traps in Negotiation" by George Wu; "How to Frame a Message: The Art of Persuasion and Negotiation" by Lyle Sussman; "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1" by Robert J. Robinson; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "Building Coalitions" by Herminia Ibarra; "Six Habits of Merely Effective Negotiators" by James K. Sebenius; and "Dynamic Negotiation: Seven Propositions About Complex Negotiations" by Michael Watkins.

Author : Roy J. Lewicki,Alexander Hiam
Publisher : John Wiley & Sons
Page : 315 pages
File Size : 51,9 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

Author : Lindsay Levin
Publisher : Jessica Kingsley Publishers
Page : 176 pages
File Size : 45,5 Mb
Release : 2016-11-21
Category : Business & Economics
ISBN : 9781784504748

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Invisible Giants by Lindsay Levin Pdf

Invisible Giants is about leadership, choices in life and the potential in everyone to make a difference. Lindsay Levin, who founded the social enterprise Leaders' Quest, tells the stories of the remarkable people she has met, and their impact on the world. They are individuals who have overcome a lack of education and resources to re-energise their communities, and business leaders who strive to integrate purpose alongside profit. They are female activists in slums campaigning to end the exclusion of girls from school, and environmentalists tackling the effects of industrialisation on the world's ecosystem. They are the people we meet every day, who are revisiting their life choices. It's also the story of Lindsay's own quest to ask: "what really matters?" and to figure out where the answers can take her.

Author : Hope Dlugozima,James Scott,David Sharp
Publisher : Holt Paperbacks
Page : 276 pages
File Size : 44,6 Mb
Release : 1996-01-15
Category : Business & Economics
ISBN : 0805037454

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Six Months Off by Hope Dlugozima,James Scott,David Sharp Pdf

Six Months Off is a complete guide to planning and taking the break you've been dreaming of, without losing your job or your nest egg, or alienating your family and friends.

Author : Malcolm Gladwell
Publisher : Little, Brown
Page : 313 pages
File Size : 50,7 Mb
Release : 2013-10-01
Category : Psychology
ISBN : 9780316204385

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David and Goliath by Malcolm Gladwell Pdf

Explore the power of the underdog in Malcolm Gladwell's dazzling examination of success, motivation, and the role of adversity in shaping our lives, from the bestselling author of The Bomber Mafia. Three thousand years ago on a battlefield in ancient Palestine, a shepherd boy felled a mighty warrior with nothing more than a stone and a sling, and ever since then the names of David and Goliath have stood for battles between underdogs and giants. David's victory was improbable and miraculous. He shouldn't have won. Or should he have? In David and Goliath, Malcolm Gladwellchallenges how we think about obstacles and disadvantages, offering a new interpretation of what it means to be discriminated against, or cope with a disability, or lose a parent, or attend a mediocre school, or suffer from any number of other apparent setbacks. Gladwell begins with the real story of what happened between the giant and the shepherd boy those many years ago. From there, David and Goliath examines Northern Ireland's Troubles, the minds of cancer researchers and civil rights leaders, murder and the high costs of revenge, and the dynamics of successful and unsuccessful classrooms—all to demonstrate how much of what is beautiful and important in the world arises from what looks like suffering and adversity. In the tradition of Gladwell's previous bestsellers—The Tipping Point, Blink, Outliers and What the Dog Saw—David and Goliath draws upon history, psychology, and powerful storytelling to reshape the way we think of the world around us.

Author : Hemant Taneja
Publisher : PublicAffairs
Page : 240 pages
File Size : 47,8 Mb
Release : 2018-03-27
Category : Business & Economics
ISBN : 9781610398138

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Unscaled by Hemant Taneja Pdf

Unscaled identifies the forces that are reshaping the global economy and turning one of the fundamental laws of business and society--the economies of scale--on its head. An innovative trend combining technology with economics is unraveling behemoth industries--including corporations, banks, farms, media conglomerates, energy systems, governments, and schools-that have long dominated business and society. Size and scale have become a liability. A new generation of upstarts is using artificial intelligence to automate tasks that once required expensive investment, and "renting" technology platforms to build businesses for hyper-focused markets, enabling them to grow big without the bloat of giant organizations. In Unscaled, venture capitalist Hemant Taneja explains how the unscaled phenomenon allowed Warby Parker to cheaply and easily start a small company, build a better product, and become a global competitor in no time, upending entrenched eyewear giant Luxottica. It similarly enabled Stripe to take on established payment processors throughout the world, and Livongo to help diabetics control their disease while simultaneously cutting the cost of treatment. The unscaled economy is remaking massive, deeply rooted industries and opening up fantastic possibilities for entrepreneurs, imaginative companies, and resourceful individuals. It can be the model for solving some of the world's greatest problems, including climate change and soaring health-care costs, but will also unleash new challenges that today's leaders must address.