The Ultimate Negotiation Book

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The Negotiation Book

Steve Gates
The Negotiation Book Book PDF

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 54,9 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

The Negotiation Book

Steve Gates
The Negotiation Book Book PDF

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 41,6 Mb
Release : 2015-12-02
Category : Business & Economics
ISBN : 9781119155461

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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

The Ultimate Negotiation Book

Peter Fleming,Mo Shapiro,Di McLanachan
The Ultimate Negotiation Book Book PDF

Author : Peter Fleming,Mo Shapiro,Di McLanachan
Publisher : Teach Yourself
Page : 480 pages
File Size : 51,7 Mb
Release : 2018-08-23
Category : Business & Economics
ISBN : 9781473688810

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The Ultimate Negotiation Book by Peter Fleming,Mo Shapiro,Di McLanachan Pdf

If you want to be the best, you have to have the right skillset. From influencing and persuading to choosing a negotiating style and using NLP, THE ULTIMATE NEGOTIATION BOOK is a dynamic collection of tools, techniques, and strategies for success. Discover the main themes and key ideas, and bring it all together with practical exercises. This is your complete course in negotiation. ABOUT THE SERIES ULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you're doing.

Negotiation Booster

Kasia Jagodzinska
Negotiation Booster Book PDF

Author : Kasia Jagodzinska
Publisher : Business Expert Press
Page : 192 pages
File Size : 41,5 Mb
Release : 2020-12-28
Category : Business & Economics
ISBN : 9781952538902

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Negotiation Booster by Kasia Jagodzinska Pdf

Negotiation Booster is the ultimate guide to winning negotiations through self-empowerment. To successfully conclude a business conversation, negotiation skills and tactics are not enough. If you enter a negotiation with fear, self-doubt or lack of conviction, you will not win no matter how well tactically you have been trained. Negotiation Booster is a novel approach leveraging the task related aspects of a negotiation with the underlying factors, such as emotions, ego, and stress. Negotiation Booster is the ultimate guide to winning negotiations through self-empowerment. By bridging the strategic aspects with a self-management booster, the book will help you develop strategies for thriving in your negotiations. Negotiation Booster draws from interdisciplinary sources. It equips the reader with cutting-edge insights into the key negotiation concepts, fundamental negotiation strategies, communication skills, perception and impression management techniques, the determinants of desired outcomes, and the issues that negotiators face internally and externally in the negotiation process.

The Book on Negotiating Real Estate

J. Scott,Mark Ferguson,Carol Scott
The Book on Negotiating Real Estate Book PDF

Author : J. Scott,Mark Ferguson,Carol Scott
Publisher : Biggerpockets Publishing, LLC
Page : 263 pages
File Size : 49,9 Mb
Release : 2019-03-28
Category : Business & Economics
ISBN : 1947200062

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The Book on Negotiating Real Estate by J. Scott,Mark Ferguson,Carol Scott Pdf

With over 1,000 successful real estate deals between them, the authors combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process -- from the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing. Aimed at real estate investors and agents at any level, this book not only covers all aspects of negotiating real estate deals, but also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals, as well as dialogue that will teach you what to say and how to say it, strengthening your ability to close profitable transactions.

Negotiating the Impossible

Deepak Malhotra
Negotiating the Impossible Book PDF

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
Page : 295 pages
File Size : 49,8 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

Getting to Yes

Roger Fisher,William Ury,Bruce Patton
Getting to Yes Book PDF

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 48,8 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.

Trump-Style Negotiation

George H. Ross
Trump Style Negotiation Book PDF

Author : George H. Ross
Publisher : John Wiley & Sons
Page : 237 pages
File Size : 49,8 Mb
Release : 2010-12-14
Category : Business & Economics
ISBN : 9781118038970

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Trump-Style Negotiation by George H. Ross Pdf

Ever since he wrote The Art of the Deal, Trump has been the world’s most famous negotiator—even though he didn’t reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner.

Start with No

Jim Camp
Start with No Book PDF

Author : Jim Camp
Publisher : Crown Currency
Page : 287 pages
File Size : 54,7 Mb
Release : 2011-12-07
Category : Business & Economics
ISBN : 9781400045297

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Start with No by Jim Camp Pdf

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.

Negotiation Genius

Deepak Malhotra,Max Bazerman
Negotiation Genius Book PDF

Author : Deepak Malhotra,Max Bazerman
Publisher : Bantam
Page : 354 pages
File Size : 52,8 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.

The Yes Book

Clive Rich
The Yes Book Book PDF

Author : Clive Rich
Publisher : Random House
Page : 354 pages
File Size : 50,8 Mb
Release : 2013-03-28
Category : Business & Economics
ISBN : 9781448132690

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The Yes Book by Clive Rich Pdf

Negotiation is fundamental to our lives; whether it’s getting your kids to eat their greens, making your case for a pay rise, or trying to secure a multi-million pound deal for your company. However, negotiation has changed. It's no longer about confrontation where there are winners and losers. Collaboration is now the name of the game. YouGov research commissioned for this book shows UK PLC is losing £9 million per hour from poor negotiating – £17 billion per year. Can you afford to be without a modern framework for deal-making? In The Yes Book, Clive Rich provides a method for generating success based on years of experience working for or with major organisations and super brands including Sony, Yahoo, Apple, the BBC, Tesco, and Simon Cowell's Syco, during a negotiating career in which he has brokered more than £10 billion worth of deals. By breaking negotiation into its three key elements of Attitude, Behaviour and Process, he helps you learn how to shape, create and close deals. You will discover what your negotiating style is, and how you can apply it to influence others and give yourself the edge. This is the ultimate guide to using the power of negotiation to get more of what you want, in both business and life outside the office.

The Handbook of Negotiation and Culture

Michele J. Gelfand,Jeanne M. Brett
The Handbook of Negotiation and Culture Book PDF

Author : Michele J. Gelfand,Jeanne M. Brett
Publisher : Stanford University Press
Page : 478 pages
File Size : 43,6 Mb
Release : 2004
Category : Business & Economics
ISBN : 9780804745864

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The Handbook of Negotiation and Culture by Michele J. Gelfand,Jeanne M. Brett Pdf

In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

The Negotiation Book

Steve Gates
The Negotiation Book Book PDF

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 279 pages
File Size : 41,5 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.

The Book of Real-World Negotiations

Joshua N. Weiss
The Book of Real World Negotiations Book PDF

Author : Joshua N. Weiss
Publisher : John Wiley & Sons
Page : 327 pages
File Size : 41,5 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!

Negotiating at Work

Deborah M. Kolb,Jessica L. Porter
Negotiating at Work Book PDF

Author : Deborah M. Kolb,Jessica L. Porter
Publisher : John Wiley & Sons
Page : 292 pages
File Size : 52,6 Mb
Release : 2015-01-27
Category : Business & Economics
ISBN : 9781118352410

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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.