Negotiator

Author : James K. Sebenius,R. Nicholas Burns,Robert H. Mnookin
Publisher : HarperCollins
Page : 417 pages
File Size : 49,7 Mb
Release : 2018-05-08
Category : Business & Economics
ISBN : 9780062694195

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Kissinger the Negotiator by James K. Sebenius,R. Nicholas Burns,Robert H. Mnookin Pdf

Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time. Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons. James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law. Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.

Author : David A. Lax
Publisher : Simon and Schuster
Page : 416 pages
File Size : 52,9 Mb
Release : 1987-01-05
Category : Business & Economics
ISBN : 9781439105207

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Manager as Negotiator by David A. Lax Pdf

This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.

Author : Dee Henderson
Publisher : Tyndale House Publishers, Inc.
Page : 310 pages
File Size : 52,5 Mb
Release : 2010-11-09
Category : Fiction
ISBN : 9781414355054

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The Negotiator by Dee Henderson Pdf

FBI agent Dave Richman from Danger in the Shadows is back. He's about to meet Kate O'Malley, and his life will never be the same. She's a hostage negotiator. He protects people. He's about to find out that falling in love with a hostage negotiator is one thing, but keeping her safe is another! Introducing the O'Malleys, an inspirational group of seven, all abandoned or orphaned as teens, who have made the choice to become a loyal and committed family. They have chosen their own surname, O'Malley, and have stood by each other through moments of joy and heartache. Their stories are told in CBA best-selling, inspirational romantic suspense novels that rock your heart and restore strength and hope to your spirit.

Author : I. William Zartman,Maureen R. Berman
Publisher : Yale University Press
Page : 272 pages
File Size : 43,5 Mb
Release : 1982-01-01
Category : Political Science
ISBN : 0300030975

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The Practical Negotiator by I. William Zartman,Maureen R. Berman Pdf

Advice and analysis of the negotiating experience in international affairs and politics. A compact but powerful guide to the essentials of diplomacy.--Library Journal

Author : George J. Mitchell
Publisher : Simon and Schuster
Page : 416 pages
File Size : 41,5 Mb
Release : 2016-05-31
Category : Biography & Autobiography
ISBN : 9781451691382

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The Negotiator by George J. Mitchell Pdf

Former Senate George Mitchell shares stories of his years in the Senate, the Northern Ireland peace process, and the art of negotiation.

Author : Florence Kennedy Rolland
Publisher : Routledge
Page : 238 pages
File Size : 51,9 Mb
Release : 2020-11-03
Category : Business & Economics
ISBN : 9781000206128

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The Persuasive Negotiator by Florence Kennedy Rolland Pdf

Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation. Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it’s creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 50,5 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 : Frederick Forsyth
Publisher : Random House
Page : 514 pages
File Size : 44,8 Mb
Release : 1990
Category : Conspiracies
ISBN : 9780552134750

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The Negotiator by Frederick Forsyth Pdf

Quinn, the negotiator, is called in to resolve the plot to keep the U.S. President from signing a U.S.-Soviet disarmament treaty.

Author : Chris Voss,Tahl Raz
Publisher : HarperCollins
Page : 203 pages
File Size : 43,6 Mb
Release : 2016-05-17
Category : Business & Economics
ISBN : 9780062407818

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Never Split the Difference by Chris Voss,Tahl Raz Pdf

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Author : Anonim
Publisher : Unknown
Page : 128 pages
File Size : 44,8 Mb
Release : 2002
Category : Negotiation
ISBN : 140140751X

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The Complete Negotiator by Anonim Pdf

Author : Philip J. Bigger
Publisher : Lehigh University Press
Page : 320 pages
File Size : 49,9 Mb
Release : 2006
Category : Biography & Autobiography
ISBN : 0934223858

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Negotiator by Philip J. Bigger Pdf

James B. Donovan (1916-70) was an intrepid lawyer and a skillful negotiator. In his defence of unpopular causes he has been likened to Thomas Erskine, who represented Thomas Paine during the French Revolution and Harold Medina, who defended an accused accomplice of Nazi saboteurs during World War II. His courage was apparent in facing down demonstrators, hecklers, racists, and pickets, and in dealing with calculating Russian agents, hostile Cuban officers, and angry students, writes Phil Bigger, in this exciting tale of Donovan's life.

Author : Russell Korobkin
Publisher : Liveright Publishing
Page : 250 pages
File Size : 50,7 Mb
Release : 2021-04-06
Category : Business & Economics
ISBN : 9781631490217

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The Five Tool Negotiator: The Complete Guide to Bargaining Success by Russell Korobkin Pdf

"A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice." -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight "As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book." -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master. The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties. · Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you. · Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about. From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable? Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.

Author : Jeswald W. Salacuse
Publisher : St. Martin's Press
Page : 320 pages
File Size : 51,6 Mb
Release : 2015-01-13
Category : Business & Economics
ISBN : 9781466889620

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The Global Negotiator by Jeswald W. Salacuse Pdf

In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.

Author : Ben Lopez
Publisher : Skyhorse Publishing Inc.
Page : 321 pages
File Size : 40,9 Mb
Release : 2012-09
Category : Biography & Autobiography
ISBN : 9781616088620

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The Negotiator by Ben Lopez Pdf

A kidnap and rescue consultant who has spent his life supplying professional negotiation services around the world shares stories about missions that have involved religious fanatics, hardened criminals, and desperate families.

Author : Leigh L. Thompson
Publisher : Unknown
Page : 398 pages
File Size : 43,9 Mb
Release : 2013
Category : Negotiation
ISBN : 1292023198

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The Mind and Heart of the Negotiator by Leigh L. Thompson Pdf

For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate-whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.