Negotiation From Strength

Author : Coral Bell
Publisher : Praeger
Page : 0 pages
File Size : 45,7 Mb
Release : 1977-05-05
Category : Education
ISBN : 9780837195087

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Negotiation from Strength by Coral Bell Pdf

Author : Coral Bell
Publisher : Praeger
Page : 0 pages
File Size : 45,6 Mb
Release : 1977-05-05
Category : Education
ISBN : 9780837195087

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Negotiation from Strength by Coral Bell Pdf

Author : Alvin L. Goldman
Publisher : Unknown
Page : 276 pages
File Size : 41,9 Mb
Release : 1991
Category : Language Arts & Disciplines
ISBN : UOM:39015021508406

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Settling for More by Alvin L. Goldman Pdf

Author : Pierre Casse,Eoin Banahan
Publisher : Xlibris Corporation
Page : 190 pages
File Size : 53,9 Mb
Release : 2017-03-22
Category : Education
ISBN : 9781524598303

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Negotiation for All by Pierre Casse,Eoin Banahan Pdf

The aim of this book is to provide you, the reader, with a mechanism by which you can assess your understanding of the role of a negotiator and review your abilities to achieve success in the negotiation process. As you identify your strengths and weaknesses, you will be provided with practical tips and tools that you can use to improve your performance and ensure that you are a successful negotiator. Therefore, dear reader, we encourage you to use this book to collect and document your thoughts and craft practical guidelines, which you will test and validate as you negotiate your way through life. The book will begin with a review of the nature of negotiation in the modern world, highlighting some issues that should be kept in mind as we consider what negotiation actually is in the context of day-to-day life.

Author : Deepak Malhotra,Max Bazerman
Publisher : Bantam
Page : 354 pages
File Size : 41,5 Mb
Release : 2008-08-26
Category : Business & Economics
ISBN : 9780553384116

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Negotiation Genius by Deepak Malhotra,Max Bazerman Pdf

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Author : William Pierce Rogers
Publisher : Unknown
Page : 8 pages
File Size : 42,8 Mb
Release : 1973
Category : United States
ISBN : MINN:31951D035365917

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The Necessity for Strength in an Era of Negotiation by William Pierce Rogers Pdf

Author : Ralph A. Johnson
Publisher : SAGE
Page : 187 pages
File Size : 40,9 Mb
Release : 1993
Category : Language Arts & Disciplines
ISBN : 9780803940529

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Negotiation Basics by Ralph A. Johnson Pdf

"It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Author : Robert J. Einhorn,Center for Strategic and International Studies (Washington, DC)
Publisher : Unknown
Page : 120 pages
File Size : 46,6 Mb
Release : 1985
Category : Electronic
ISBN : 0003005534

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Negotiating from Strenght by Robert J. Einhorn,Center for Strategic and International Studies (Washington, DC) Pdf

Amerikanske betragtninger over den indflydelse på de sovjetisk/amerikanske nedrustningsforhandlinger, som Reagan-administrationens ambitiøse våben og våbensystemers moderniseringsplaner vil udøve.

Author : Sarah Federman
Publisher : Univ of California Press
Page : 285 pages
File Size : 46,6 Mb
Release : 2023
Category : Business & Economics
ISBN : 9780520386938

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Transformative Negotiation by Sarah Federman Pdf

"This book fills longstanding gaps in negotiation, a field that too often assumes everyone in diverse societies navigates the same realities. Elite solutions do not trickle down easily to those breaking cycles of poverty and disempowerment. Asking your boss for a raise at a tech company, for example, requires a different negotiation strategy than asking Social Services to help you get your kids back from the court. Context matters. This book makes central how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for, how people respond to our requests, as well as what is at stake when we negotiate. The same strategies used in the boardroom--if deployed in the streets--can lead to dangerous altercations. Based on the wisdom of over 100 individuals who negotiate successfully from the margins, the book provides tools for those who need them most and a guide for instructors and managers wishing to support them"--

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 51,5 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 : Neal W. Beckmann
Publisher : Unknown
Page : 178 pages
File Size : 45,5 Mb
Release : 1980
Category : Language Arts & Disciplines
ISBN : STANFORD:36105043761894

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Negotiations by Neal W. Beckmann Pdf

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
Page : 295 pages
File Size : 42,6 Mb
Release : 2018-07-19
Category : Business & Economics
ISBN : 9781626566996

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Negotiating the Impossible by Deepak Malhotra Pdf

“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author

Author : Alvin Goldman,Jacques Rojot
Publisher : Springer
Page : 368 pages
File Size : 46,7 Mb
Release : 2002-11-28
Category : Business & Economics
ISBN : UCSD:31822032958712

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Negotiation by Alvin Goldman,Jacques Rojot Pdf

This text targets an academic audience without focusing on a specific discipline. Its sound decisional models and analytical scrutiny combine with a broad cross-disciplinary perspective to attempt to give its readers a full understanding of the bargaining process. Features include: a cross-disciplinary approach; reliable and verifiable models for successful and constructive negotiation; and analytical commentary from a professional perspective.

Author : Nadine Ghanawi
Publisher : GRIN Verlag
Page : 22 pages
File Size : 55,9 Mb
Release : 2013-06-26
Category : Business & Economics
ISBN : 9783656451990

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The Negotiation Process between Suppliers and Retailers in a Context of High Power Asymmetries by Nadine Ghanawi Pdf

Seminar paper from the year 2013 in the subject Business economics - Business Management, Corporate Governance, grade: 1,5, Novancia Business School Paris, language: English, abstract: A negotiation is generally defined as a process that takes place in “situations in which two or more parties recognize that differences of interest and value exist among them” (Howard 1982, p. 7) and in which they want to seek “optimal, balanced, mutually acceptable and durable solutions of [their] conflicts, problems and projects (Dupont 1996, p. 39). In the business context, negotiations between producers and retailers in particular have been given a great deal of attention in academic literature since the late twentieth century (Lindqvist 1983, Davies 1990, Bolen 2003, Whelan 2009). In fact, those negotiations are vital for establishing the terms of trade, or whether there will be any trading at all (Bolen, 2003). However, supplier-retailer relationships are usually everything than balanced when it comes to bargaining strength: Developments in the structure of consumer and grocery products supply chains––i.e. the shrinkage of traditional distribution channels and the emergence of hypermarkets as well as specialized retail chains–– have made retailers become sort of “gatekeepers” to the final customers (Hirschman & Stampfl 1980). Since producers wanting to sell their products to the market have to sell them to retailers first, the latter are clearly in a more powerful position not being as dependent on their counterpart as it is typically the case vice versa. Likewise, the role of power in negotiations has been discussed by a number of established authors (see, for instance, Barbarach & Lawler 1980, Zartman & Rubin 1994). Most notably in interactions with large retail chains, the imminent question for small producers is: What happens when you encounter a company such as Wal- Mart, occasionally described as “the ultimate non-negotiable partner” (Hanna 2008)?

Author : Brian Tracy
Publisher : Amacom Books
Page : 102 pages
File Size : 48,5 Mb
Release : 2013
Category : Business & Economics
ISBN : 0814433189

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Negotiation by Brian Tracy Pdf

Offers strategies for perfecting the art of negotiation in both personal and professional interactions, identifiying six key negotiation styles and explaining the importance of emotion, time, and preparation.