The Leader S Guide To Negotiation

Author : Simon Horton
Publisher : Pearson UK
Page : 203 pages
File Size : 47,9 Mb
Release : 2016-05-05
Category : Business & Economics
ISBN : 9781292112831

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The Leader's Guide to Negotiation by Simon Horton Pdf

PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that’s asking for a raise, pitching an idea or deciding who gets the coffee. The Leader’s Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations. ‘An entertaining, immediately useful book that goes beyond advocating for win-win – Simon Horton shows us how to get there.’ Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take ‘Reading this book has made me think about how I negotiate and I have learned a lot... If you want to benefit your relationships while improving your business, then this is worth studying.’ Simon Woodroffe, founder of Yo!

Author : Simon Horton
Publisher : Unknown
Page : 296 pages
File Size : 40,5 Mb
Release : 2016
Category : Leadership
ISBN : OCLC:1103594748

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The Leader's Guide to Negotiation by Simon Horton Pdf

PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that's asking for a raise, pitching an idea or deciding who gets the coffee. The Leader's Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations. 'An entertaining, immediately useful book that goes beyond advocating for win-win - Simon Horton shows us how to get there.' Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take 'Reading this book has made me think about how I negotiate and I have learned a lot ... If you want to benefit your relationships while improving your business, then this is worth studying.' Simon Woodroffe, founder of Yo!

Author : Michael Watkins
Publisher : Harvard Business Review Press
Page : 208 pages
File Size : 42,7 Mb
Release : 2006-07-10
Category : Business & Economics
ISBN : 9781633691155

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Shaping the Game by Michael Watkins Pdf

Michael D. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder—and succeed in those roles once they get there.

Author : Joosr
Publisher : Unknown
Page : 18 pages
File Size : 45,7 Mb
Release : 2016
Category : Electronic
ISBN : 1785674587

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A Joosr Guide to ... The Leader's Guide to Negotiation by Simon Horton by Joosr Pdf

Author : Jeswald W. Salacuse
Publisher : Springer
Page : 235 pages
File Size : 50,5 Mb
Release : 2017-07-11
Category : Business & Economics
ISBN : 9781137591159

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Real Leaders Negotiate! by Jeswald W. Salacuse Pdf

This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.” Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position.

Author : Deborah M. Kolb,Judith Williams,Carol Frohlinger
Publisher : John Wiley & Sons
Page : 256 pages
File Size : 44,7 Mb
Release : 2010-08-26
Category : Business & Economics
ISBN : 9780470944660

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Her Place at the Table by Deborah M. Kolb,Judith Williams,Carol Frohlinger Pdf

Thoroughly revised and updated and with a new Introduction by the authors, this paperback edition of Her Place at the Table draws on extensive interviews with women leaders to help all women negotiate their path to leadership success. A Woman's Guide to Taking Her Place at the Leadership Table "It's time for women to take their places at the leadership tables alongside men. Why? Because the skills we developed at the foot of the table—bringing people together, building bridges across differences, and thinking outside the box—are in great demand. But to use this time and these skills to the greatest advantage, read this book. The authors have set a great meal for you...just devour it." —Marie C. Wilson, president and founder, The White House Project "Does she have the right stuff? That question follows women whenever they are promoted to visible leadership positions. Her Place at the Table lays out the pragmatic moves that can help any woman in business show she has the right stuff. I encourage all women with leadership aspirations to use this book as a guide." —Patricia Fili-Krushel, executive vice president, Time Warner "Women roar—they are the leaders we need in corporations today, but there are still some barriers. This book will help individual women negotiate what they need to succeed as leaders and help their firms support them in their efforts. That way we all win!" —Tom Peters, management consultant and author, Reimagine! Business Excellence in a Disruptive Age For more information about Her Place at the Table or a group discussion guide, visit http://www.herplaceatthetable.com. Completely Updated with a New Introduction by the Authors

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 53,7 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 : Simon Horton
Publisher : Pearson UK
Page : 297 pages
File Size : 52,6 Mb
Release : 2016-04-05
Category : Business & Economics
ISBN : 9781292112824

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The Leader's Guide to Negotiation by Simon Horton Pdf

PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that’s asking for a raise, pitching an idea or deciding who gets the coffee. The Leader’s Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations. ‘An entertaining, immediately useful book that goes beyond advocating for win-win – Simon Horton shows us how to get there.’ Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take ‘Reading this book has made me think about how I negotiate and I have learned a lot... If you want to benefit your relationships while improving your business, then this is worth studying.’ Simon Woodroffe, founder of Yo!

Author : Jeff Weiss
Publisher : Harvard Business Review Press
Page : 209 pages
File Size : 43,8 Mb
Release : 2016-01-26
Category : Business & Economics
ISBN : 9781633690776

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HBR Guide to Negotiating (HBR Guide Series) by Jeff Weiss Pdf

Forget about the hard bargain. Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle—if you come to any agreement at all. But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You’ll learn how to: Prepare for your conversation Understand everyone’s interests Craft the right message Work with multiple parties Disarm aggressive negotiators Choose the best solution

Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 48,7 Mb
Release : 2006
Category : Business and politics
ISBN : UCLA:L0099971780

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Negotiating International Business by Lothar Katz Pdf

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Author : Roy J. Lewicki,Alexander Hiam,Karen Wise Olander
Publisher : John Wiley & Sons
Page : 308 pages
File Size : 51,5 Mb
Release : 1996-04-12
Category : Business & Economics
ISBN : 9780471013211

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Think Before You Speak by Roy J. Lewicki,Alexander Hiam,Karen Wise Olander Pdf

Think Before You Speak Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically,this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process: CHAPTER & TOPIC * Overview/Plan * Assess Your Position * Assess Other Party * Analyze Context * Selecting a Strategy * Competition * Collaboration * Other Strategies * Building Collaboration * Resolving Conflict * Third Party Help * Communicating * Legal/Ethical Issues * Multiple Parties * Global Negotiation * Improving Negotiation STEP IN PROCESS * ANALYZE STRATEGIC ISSUES * SELECT A STRATEGY * INITIATE THE NEGOTIATION PROCESS * MANAGE THE NEGOTIATION PROCESS * OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE Practical, authoritative, and comprehensive, Think Before You Speakgives you the tools to handle any negotiation with confidence.

Author : John Lowry
Publisher : HarperCollins Leadership
Page : 241 pages
File Size : 54,7 Mb
Release : 2023-10-31
Category : Business & Economics
ISBN : 9781400336333

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Negotiation Made Simple by John Lowry Pdf

Negotiators might be born, but great negotiators are made. This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time. Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today’s competitive marketplace, there is no time for experimentation, nor room to make mistakes. The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to: Make strategic decisions – move from doing what is comfortable to doing what is most strategic. Manage the process – carefully balance the urge to compete with the need to collaborate. Deliver the deal – fine-tune the negotiation process to achieve the desired outcome. This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 279 pages
File Size : 52,8 Mb
Release : 2022-12-05
Category : Business & Economics
ISBN : 9780857089502

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The Negotiation Book by Steve Gates Pdf

Become the best negotiator you can be, one manageable step at a time In the newly updated third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating, distinguished commercial negotiator Steve Gates delivers a singular and practical guide to the art and science of negotiation. Steve Gates is the founder of the world’s leading negotiation consultancy, The Gap Partnership – and the methodology in this book is used by the world’s biggest businesses to successfully execute their strategies. The book lays out the behaviours and traits associated with successful negotiation and offers a comprehensive model for how power, process and behaviour can have substantial impacts on your next negotiation. You’ll also learn how you can shape these factors to optimise value for yourself, your client or your organisation. The author shows you how to secure more agreements and realise more value with every agreement you conclude. Through simple, realistic and hands-on advice, you’ll improve as a negotiator and apply straightforward techniques to the real-world, dynamic environments in which your negotiations take place. You’ll also find: Strategies for maintaining a balanced perspective and keeping your ego in check Maintaining a focus on the interests and priorities of the other party/parties Incremental steps for improving your negotiation ability that are easy to apply and retain This third edition brings the book firmly into the zeitgeist as it considers the very modern challenges presented to commercial negotiators as a result of an ever-changing world, in which they must navigate technological advancements, the post-Covid reality of virtual negotiation, and the impact of war, Brexit and other macro-economic and political developments that are having far-reaching impacts to business and beyond. An invaluable roadmap to becoming a Complete Skilled Negotiator, The Negotiation Book is the negotiation playbook that business leaders, lawyers, consultants and other professionals have been waiting for.

Author : Yasmin Davidds,Ann Bidou
Publisher : AMACOM
Page : 288 pages
File Size : 42,6 Mb
Release : 2015-08-12
Category : Business & Economics
ISBN : 9780814436035

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Your Own Terms by Yasmin Davidds,Ann Bidou Pdf

This helpful guide for women in the workplace will show you how to take charge of any negotiation. No wonder most women hate negotiating. If we make concessions to further a deal, we're viewed as weak. If we play hardball, we can be seen as overly aggressive--and the strategy backfires. The double standard will get us every time. Thankfully, negotiation expert Yasmin Davidds has learned how best to strike a balance, merging a woman’s natural strengths--collaboration, relationship building, listening--with a firm grasp of established tactics. Utilizing guidelines, stories, and exercises that shed light on the psychology of negotiation, Your Own Terms reveals how women can: Control how they are perceived Eliminate self-sabotaging beliefs and behaviors Discover their personal negotiation style Build leverage Understand an opponent’s approach and adjust theirs in response Don’t let the world’s double standards for women in business hold you back from negotiating for what you know is right. With this eye-opening and empowering resource by your side, learn to win on your own terms--and open doors you never knew had been shut.

Author : Gavin Presman
Publisher : Icon Books
Page : 288 pages
File Size : 55,5 Mb
Release : 2016-08-04
Category : Business & Economics
ISBN : 9781848319387

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A Practical Guide to Negotiation by Gavin Presman Pdf

Think negotiation is a boardroom battlefield? Think again. We all need to negotiate in our professional and personal lives, but negotiation doesn’t have to be a fight to get what you want. In fact, you’ll create better deals and better relationships through collaboration. In Negotiation, Gavin Presman shares his ethical and mutually-beneficial approach, showing you how to prepare for and engage in every negotiation to achieve better results for yourself and others – whether you’re drawing up a contract with a new client, buying a house or, often the trickiest of all, settling family disagreements. With step-by-step guidance, illustrative examples and checklists to refer back to, this is a practical and empowering guide that will improve the negotiating skills of any reader, enhancing personal and professional relationships in the process.