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Author : Russell R. Menard Publisher : University of Virginia Press Page : 220 pages File Size : 45,8 Mb Release : 2006 Category : Business & Economics ISBN : 0813925401
Russell Menard argues that the emergence of black slavery in Barbados preceded the rise of sugar. He shows that Barbados was well on its way to becoming a plantation colony and a slave society before sugar emerged as the dominant crop. He sheds light on the origins of the integrated plantation, gang labour, and slave economy.
Everybody negotiates at various points every day, be it in life or business, and it’s important to get it right. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the “sweet spot,” is a skill that takes practice but is also one that anybody can learn. Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies “hacks” because they work but don’t require a lot of investment, training, expense, and time. You don’t have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life’s negotiations. In Negotiating the Sweet Spot, benefits include learning the following: Understanding where the sweet spot is in the deals you negotiate Adopting a big-picture mind-set when approaching any negotiation Seeing negotiations less as win-lose battles and more as opportunities to use problem-solving skills Utilizing a tool kit of “hacks” that will work in any negotiation and have been proven effective by a top expert in the field Negotiating the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation.
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.
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.
Developed nations strive to create the impression that their hearts and pockets bleed for the developing world. Yet, the global North continues to offer unfavorable trade terms to the global South. Truly fair trade would make reciprocal concessions to developing countries while allowing them to better their own positions. However, five hundred years of colonial racism and post-colonial paternalism have undermined trade negotiations. While urging developing countries to participate in trade, the North offers empty deals to "partners" that it regards as unequal. Using a mixed-methods approach, J. P. Singh exposes the actual position beneath the North's image of benevolence and empathy: either join in the type of trade that developed countries offer, or be cast aside as obstreperous and unwilling. Through case studies, Singh reveals how the global North ultimately bars developing nations from flourishing. His findings chart a path forward, showing that developing nations can garner favorable concessions by drawing on unique strengths and through collective advocacy. Sweet Talk offers a provocative rethinking of how far our international relations have come and how far we still have to go.
Negotiating at Work by Deborah M. Kolb,Jessica L. Porter Pdf
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
As Sweet focuses on negotiations between James Oglethorpe, the English leader, and Tomochichi, the Lower Creek representative, over issues of trade, land, and military support, she also looks at other individuals and groups who played a role in British-Creek interactions during this period: British traders; missionaries, including John Wesley and George Whitefield; the Salzburgers of Ebenezer; interpreters such as Mary Musgrove; the Choctaws, Chickasaws, and Cherokees; British colonists from South Carolina; and Spanish and French forces who vied with the Georgia settlers for land, trading rights, and Indian support.
Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
In this sweeping analysis of colonialism and its legacies, John Wood Sweet explores how the ongoing interaction of conquered Indians, English settlers, and enslaved Africans in New England produced a closely interwoven, though radically divided, society. The coming together of these diverse peoples profoundly shaped the character of colonial New England, the meanings of the Revolution in the North, and the making of American democracy writ large. Critically engaged with current debates about the dynamics of culture, racial identity, and postcolonial politics, this innovative and intellectually capacious work is grounded in a remarkable array of evidence. What emerges from this analysis of colonial and early national censuses, newspapers, diaries, letters, court records, printed works, and visual images are the dramatic confrontations and subtle negotiations by which Indians, Africans, and Anglo-Americans defined their respective places in early New England. Citizenship, as Sweet reveals, was defined in meeting houses as well as in courthouses, in bedrooms as well as on battlefields, in land disputes as well as on streets. Bodies Politic reveals how the legacy of colonialism shaped the emergence of the nineteenth-century North and continues, even to this day, to shape all our lives.
Slave Law and the Politics of Resistance in the Early Atlantic World by Edward B. Rugemer Pdf
Edward Rugemer’s comparative history, spanning 200 years, reveals the political dynamic between slaves’ resistance and slaveholders’ power in two prosperous slave economies: Jamaica and South Carolina. This struggle led to the abolition of slavery through a law of British Parliament in one case and through violent civil war in the other.
Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello
Author : Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello Publisher : Harvard University Press Page : 369 pages File Size : 46,7 Mb Release : 2004-04-15 Category : Law ISBN : 9780674504103
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.
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.
How to execute win-win negotiations every time, in business and in life Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties. Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict Spells out the six principles of ethical influence Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.
God Save the Sweet Potato Queens by Jill Conner Browne Pdf
Hallelujah! The Sweet Potato Queens are back! In 1999, Jill Conner Browne, royal boss of Jackson, Mississippi's own glorious Sweet Potato Queens, introduced them to the world in the hilarious bestseller The Sweet Potato Queen's Book of Love (which contained everything you ever need to know about Love, Life, Men, Marriage, and the importance of Being Prepared). But, fortunately for us, that was not the final chapter in the Queens' splendid saga. The Sweet Potato Queens still have plenty of stuff to say and valuable wisdom to impart about how they went from being Cute Girls to Fabulous Women, including: • Dating for the Advanced, or Advancing • The Joys of Marriage—if you must • More Delicious, Death-Defying Recipes • The Promise for Men—six little words that will make any woman swoon • Lolling About—the official activity of the Sweet Potato Queens • The All-True Story of the Two Most Wonderful Men in the World • Reader Mail—honoring the adventures of brand-new Wannabes and Honorary Queens from around the world If you haven't met the Sweet Potato Queens yet, this is the introduction you've been waiting for. If you already know the joys of Queendom, this is your official welcome-back party.
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.
