Negotiations

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 40,7 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

Author : Arthur Sweetman,Sara Jane Slinn
Publisher : Unknown
Page : 317 pages
File Size : 44,5 Mb
Release : 2012
Category : Collective bargaining
ISBN : 1553393058

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Dynamic Negotiations by Arthur Sweetman,Sara Jane Slinn Pdf

Labour relations in the public elementary and secondary school system is a vital area of Canadian public policy with important direct and indirect effects on society. However, at many times and in many jurisdictions teacher bargaining has been regarded as profoundly unsuccessful. Taking an inter-provincial comparative approach,Dynamic Negotiationsidentifies potential avenues of reform. Academic and legal experts describe and analyse the history, current structure, and functioning of bargaining in public elementary and secondary schools in five key jurisdictions - Alberta, British Columbia, Manitoba, Ontario, and Quebec - representing a spectrum of approaches. This is a vital area of public policy that is much discussed but not well enough understood. The volume is a valuable resource for policy-makers, academics, and practitioners in education and labour relations.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 43,9 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 : Ariana E. Vigil
Publisher : Global Latin/O Americas
Page : 178 pages
File Size : 48,6 Mb
Release : 2019-10-15
Category : Literary Criticism
ISBN : 0814255574

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Public Negotiations by Ariana E. Vigil Pdf

Examines how the boundaries of the Latina/o public sphere and representations of gender are negotiated through mass media in twentieth and twenty-first century literature.

Author : Joshua N. Weiss
Publisher : John Wiley & Sons
Page : 327 pages
File Size : 45,8 Mb
Release : 2020-08-25
Category : Business & Economics
ISBN : 9781119616191

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The Book of Real-World Negotiations by Joshua N. Weiss Pdf

Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!

Author : David A. Lax,James K. Sebenius
Publisher : Harvard Business Press
Page : 304 pages
File Size : 49,5 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 : Deepak Malhotra,Max Bazerman
Publisher : Bantam
Page : 354 pages
File Size : 41,9 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 : Leigh L. Thompson
Publisher : FT Press
Page : 223 pages
File Size : 51,6 Mb
Release : 2008
Category : Business & Economics
ISBN : 9780136007364

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The Truth about Negotiations by Leigh L. Thompson Pdf

“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

Author : Fotini Iconomopoulos
Publisher : Jaico Publishing House
Page : 337 pages
File Size : 44,5 Mb
Release : 2023-01-18
Category : Business & Economics
ISBN : 9789393559234

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Say Less, Get More by Fotini Iconomopoulos Pdf

Unconventional Negotiation Techniques to Get What You Want NEGOTIATION WITHOUT FEAR, FOR EVERYONE, EVERYWHERE. Nicknamed “the Negotiator” as a child, Fotini Iconomopoulos has been honing her skills her entire life. Now Iconomopoulos shares her simple, innovative strategies, debunks common negotiation myths and explains how effective negotiation can happen all around us in situations big and small. In Say Less, Get More you’ll find out how to: ASSESS YOUR SITUATION so you can adjust your negotiation tactics accordingly UNDERSTAND who you are negotiating with, their background and goals MANAGE THE NEGOTIATION PROCESS to overcome obstacles and find common ground COMMUNICATE EFFECTIVELY by learning what to say and when to say it Armed with Iconomopoulos’s sensible strategies and proven advice, you’ll be able to cultivate relationships and confidently get what you want in business and in life.

Author : Destiny O. Birdsong
Publisher : National Geographic Books
Page : 0 pages
File Size : 43,9 Mb
Release : 2020-10-13
Category : Poetry
ISBN : 9781951142131

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Negotiations by Destiny O. Birdsong Pdf

"Full of wonder." —Elizabeth Acevedo A Best Book of the Year at BuzzFeed, Refinery29, and Entropy Magazine What makes a self? In her remarkable debut collection of poems, Destiny O. Birdsong writes fearlessly towards this question. Laced with ratchetry, yet hungering for its own respectability, Negotiations is about what it means to live in this America, about Cardi B and top-tier journal publications, about autoimmune disease and the speaker’s intense hunger for her own body—a surprise of self-love in the aftermath of both assault and diagnosis. It’s a series of love letters to black women, who are often singled out for abuse and assault, silencing and tokenism, fetishization and cultural appropriation in ways that throw the rock, then hide the hand. It is a book about tenderness and an indictment of people and systems that attempt to narrow black women’s lives, their power. But it is also an examination of complicity—both a narrative and a black box warning for a particular kind of self-healing that requires recognizing culpability when and where it exists.

Author : Corey Kupfer
Publisher : Advantage Media Group
Page : 148 pages
File Size : 52,5 Mb
Release : 2017-01-29
Category : Business & Economics
ISBN : 1599325950

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Authentic Negotiating by Corey Kupfer Pdf

Do you believe negotiating is one of the most important skills for greater success in business and life and that you could be better at it? Do you let your ego, anger, fear, insecurity, or other emotions get in the way of achieving your negotiating objectives? Is it important to you to stay true to yourself in tough negotiating situations? Are you willing to do the deep inner work necessary to achieve true negotiating success? If so, dig beneath the surface, stop looking for the quick tip or best tactic, do the required hard work, and follow the roadmap Corey Kupfer provides in Authentic Negotiating. This book will lead you to authentic success in negotiating, in business, and in life.

Author : Joshua N. Weiss
Publisher : John Wiley & Sons
Page : 320 pages
File Size : 45,8 Mb
Release : 2020-07-24
Category : Business & Economics
ISBN : 9781119616221

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The Book of Real-World Negotiations by Joshua N. Weiss Pdf

Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!

Author : Michal Parizek
Publisher : Routledge
Page : 177 pages
File Size : 50,5 Mb
Release : 2019-10-10
Category : Political Science
ISBN : 9780429748745

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Negotiations in the World Trade Organization by Michal Parizek Pdf

This book examines the World Trade Organization (WTO) in the context of the global economy in the twenty-first century, arguing that many problems within the institution lie in the disparity between its design and the nature of its tasks. Studying the global trade regime and the unsuccessful Doha round of trade liberalization negotiations, this volume suggests that important institutional adjustments may be necessary for the WTO and other major international institutions to (re-)gain their ability to manage global economy. It uses extensive new qualitative and quantitative evidence to identify systematic dysfunctions in how the Doha negotiations have been conducted and links these dysfunctions to the exclusively inter-governmental design of interest representation in the WTO. Based on this, the book argues that global economic institutions should consider allowing broader parliamentary and non-state representation of their members. Presenting findings which can also be applied to other global economic institutions, Negotiations in the World Trade Organization will be useful to students and scholars of international trade, global governance and international political economy.

Author : United States. Congress. House. Committee on Public Works and Transportation. Subcommittee on Aviation
Publisher : Unknown
Page : 412 pages
File Size : 43,9 Mb
Release : 1978
Category : Aeronautics, Commercial
ISBN : UOM:39015081121082

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United States International Aviation Negotiations by United States. Congress. House. Committee on Public Works and Transportation. Subcommittee on Aviation Pdf

Author : Michael C. Donaldson
Publisher : John Wiley & Sons
Page : 390 pages
File Size : 42,7 Mb
Release : 2011-04-18
Category : Business & Economics
ISBN : 9781118068083

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Negotiating For Dummies by Michael C. Donaldson Pdf

People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting the short end of the stick. Negotiating For Dummies offers tips and strategies to help you become a more comfortable and effective negotiator. It shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating For Dummies helps you enter any negotiation with confidence and come out feeling like a winner.