The Work Smarter Guide To Negotiation

Author : Jim Houghton,Kirk Kinnell
Publisher : Robinson
Page : 140 pages
File Size : 46,8 Mb
Release : 2024-06-13
Category : Business & Economics
ISBN : 9781472148803

Get Book

The Work Smarter Guide to Negotiation by Jim Houghton,Kirk Kinnell Pdf

Ditch the scripts and tricks for a smarter approach Kirk Kinnell is a hostage negotiator and counter-terrorism expert with decades of experience. Jim Houghton has conducted complex M&A deals worth hundreds of millions. Despite their dramatically different backgrounds, they share the philosophy that negotiation is not a zero-sum game and that trust, integrity and fairness are essential to achieving a successful outcome. This book combines their vast knowledge to show you how to prepare for and conduct negotiations in almost any environment. What holds true for ending a siege or keeping a hostage alive could be the key to getting your toddler off to bed or agreeing a pay rise with your boss. Their invaluable advice will help you be resourceful and calm amid the stress and volatility of real-world negotiations. In business, this equates to winning repeat business and making more profit. In our personal lives, it means family harmony and better communities. If you are booking a wedding caterer or finding a builder for that long hoped-for renovation, it means seeing eye to eye and helping everyone get what they need on terms acceptable to them. And in hostage situations, it means saving lives. These techniques work at the highest level, and they will work for any situation you might face. The Work Smarter series: The 'Work Smarter' series of books provide shortcuts, tips and life-hacks for the development of essential business skills. The books bring together accomplished industry experts who have learned their trades at the coalface. They teach the skills ambitious businesspeople need in order to tip the playing field in their favour. It is the pirate equivalent of business advice; the antidote to conventional wisdom; 'smarter' practice over 'best practice'.

Author : Maria Morozova-Duthoit,David Kean
Publisher : Robinson
Page : 129 pages
File Size : 46,7 Mb
Release : 2024-06-13
Category : Business & Economics
ISBN : 9781472148896

Get Book

The Work Smarter Guide to Sales by Maria Morozova-Duthoit,David Kean Pdf

Some people are born with a natural 'go-get-'em' approach. For most of us, however, selling does not come naturally. This book demystifies the art of getting people to buy - whether it is as simple as convincing your friends to agree to your restaurant recommendation, or as complex as getting people to buy your million- dollar proposal at work. The book is a toolkit for self-exploration, analysis, learning and action plan development framed in a 5-week programme for building your unique sales self. Setting a clear objective for every week, it takes the reader through a simple 5-step programme: - Setting the foundation: the main principles of sales - Rational aspects of sales - Emotional aspects of sales - Connecting the dots: closuring and continuation of the sales cycle - Creating your personalised action plan and toolbox with aide memoires, frameworks and life hacks to use every day Each chapter concludes with a summary of do's and don'ts. The last chapter includes practical tools for analysing and planning your own self-development and business development. It will accelerate your understanding of and ability to sell by raising both your self-awareness and selling self-confidence. The 'Work Smarter' series: Our books provide shortcuts, tips and life-hacks for the development of essential business skills. The books bring together accomplished industry experts who have learned their trades at the coalface. They teach the skills ambitious businesspeople need in order to tip the playing field in their favour. It is the pirate equivalent of business advice; the antidote to conventional wisdom; 'smarter' practice over 'best practice'.

Author : Julia Tipler
Publisher : Unknown
Page : 95 pages
File Size : 43,6 Mb
Release : 1999
Category : Negotiation in business
ISBN : 1840282797

Get Book

Successful Negotiating by Julia Tipler Pdf

A guide to the business skill of negotiating. It demonstrates how to assess your skills, oversee your own improvement, and maintain it for the future. The exercise-based programme includes self-testing tables.

Author : Jeff Weiss
Publisher : Harvard Business Review Press
Page : 209 pages
File Size : 50,6 Mb
Release : 2016-01-26
Category : Business & Economics
ISBN : 9781633690776

Get Book

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 : James C. Freund
Publisher : Simon and Schuster
Page : 260 pages
File Size : 52,5 Mb
Release : 1993-06-08
Category : Business & Economics
ISBN : 9780671869212

Get Book

Smart Negotiating by James C. Freund Pdf

The four vital steps for successful negotiation--explained with wit and clarity by a master negotiator. Using examples from his own broad range of negotiating experiences, Freund presents a "game-plan" approach to negotiating--a technique far more successful than hardball competition or win-win cooperation.

Author : Anthony Jacks
Publisher : Legend Press
Page : 130 pages
File Size : 43,6 Mb
Release : 2018-02-28
Category : Business & Economics
ISBN : 9781787198630

Get Book

Smart Skills: Negotiation by Anthony Jacks Pdf

Book 1 of the Smart Skills series: practical guides to mastering vital business skills and techniques. Using proven strategies from business experts, these essential smart skills can empower anyone with the tools to get ahead.Become a master negotiator with just 7 key stepsNegotiating is a part of everyday life, but in business it’s absolutely critical to your success. In the current challenging work and business environment, never has the skill of negotiation been more important, both with new clients and existing ones. Whether you are negotiating a one-off deal or managing a long-term project, securing the appropriate and best deal is paramount in any workplace... business success or failure can depend on it.This book will provide you with all you need to know, including insight into processes such as: •Preparing a strategy with multiple options •How to deal with pressure, tricks and tensions •Maximise return on investment (ROI) You will also be given an in-depth look at the vital after-negotiation period where skilled negotiation is required to resolve emerging problems as a deal is executed or a service provided.ContentsForewordIntroduction: Getting the best dealChapter 1. Negotiation: Getting to grips with the core approachesChapter 2. Preparation: The route to achieving successChapter 3. Trading: Achieving successful balanceChapter 4. Making It Work: Good tactics, bad tactics and downright ploysChapter 5. The Interpersonal Dimension: The behavioural interactionsChapter 6. The Fine Print: The contractual elements of a dealChapter 7. Focusing on the Key Issues: Attention to detail

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 53,8 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

Get Book

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 : Julie Adair King
Publisher : Cengage Learning
Page : 228 pages
File Size : 55,9 Mb
Release : 1995
Category : Business & Economics
ISBN : UOM:39015049721155

Get Book

The Smart Woman's Guide to Interviewing and Salary Negotiation by Julie Adair King Pdf

The Smart Women's Guide to Interviewing and Salary Negotiation walks the reader through the resume creating process step by step. It also addresses other key career issues of interest to women, including breaking through the glass ceiling, gender barriers, commanding a fair salary, and more.

Author : Kristine Kathryn Rusch
Publisher : CreateSpace
Page : 0 pages
File Size : 42,7 Mb
Release : 2010-11-06
Category : New business enterprises
ISBN : 1456343874

Get Book

The Freelancer's Survival Guide by Kristine Kathryn Rusch Pdf

Most people become freelancers without any idea of how to run a business. They learn in the school of hard knocks. Kristine Kathryn Rusch has taken the school of hard knocks and made it into one of the most useful business books written in years. Included are these indispensable topics:*How To Negotiate Anything: Freelancers must negotiate everything from the rent they pay to the contracts they sign. Here's how to negotiate on your own-and when to hire someone to negotiate for you.*Online Networking: In addition to tricks and strategies for online networking from Rusch herself, this Guide also includes advice from such online networking experts as Neil Gaiman, Michael A. Stackpole, and Mitch Wagner.*The Importance of-and the Difference between-Goals And Dreams: Freelancers often confuse their goals with their dreams. Rusch offers practical advice on how to meet your goals, and the importance of dreaming big*How To Survive Failure-and Success: Success, more than failure, derails many freelancers. Rusch explains how to turn your failures into successes-and how to optimize the success when it finally happens.

Author : Stephen Guth
Publisher : Lulu.com
Page : 212 pages
File Size : 48,5 Mb
Release : 2007-12-20
Category : Business & Economics
ISBN : 9781435706392

Get Book

The Contract Negotiation Handbook by Stephen Guth Pdf

Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one-until now. Resulting from over 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see. This book isn't a feel-good book on win-win negotiations. It's an insider's view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.

Author : Chris Merrington
Publisher : Ecademy Press
Page : 209 pages
File Size : 51,8 Mb
Release : 2011-03-09
Category : Business & Economics
ISBN : 9781784520540

Get Book

Why Do Smart People Make Such Stupid Mistakes? by Chris Merrington Pdf

Are you paid what you deserve by your clients? Learn to negotiate with your clients more profitably. This book will save you a fortune and maybe even make you a fortune. Its practical approach means you can apply the proven strategies in your business today. You will discover: How to confidently hold your price, How to say 'no' to clients while improving your relationship, How to negotiate higher fees and prices, How to handle unrealistic timescales and budgets, How to respond to 'you've got the business if you drop your price' and How to prepare for meetings with Procurement. Why Do Smart People Make Such Stupid Mistakes? is a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people.

Author : Lauchland Henry
Publisher : Unknown
Page : 232 pages
File Size : 47,5 Mb
Release : 1988
Category : Business & Economics
ISBN : 0935310037

Get Book

The Professional's Guide to Working Smarter by Lauchland Henry Pdf

Author : Angelique Pinet,Peter Sander
Publisher : Simon and Schuster
Page : 224 pages
File Size : 45,5 Mb
Release : 2012-12-18
Category : Business & Economics
ISBN : 9781440560736

Get Book

The Only Negotiation Book You'll Ever Need by Angelique Pinet,Peter Sander Pdf

Negotiate your way through any deal! In today's fast-paced business environment, where a single e-mail exchange can make or break your career, it's important that you know how to clearly and effectively discuss an agreement's terms in person as well as online. The Only Negotiation Book You'll Ever Need guides you through every stage of the process--from identifying opportunities to closing the deal--with useful negotiation techniques and tips for adapting classic strategies to online interactions. This book helps you anticipate your adversaries' moves, outwit them at every turn, and spin obstacles to your advantage. You'll also build long-term relationships and win your deals without ever having to give in. With The Only Negotiation Book You'll Ever Need, you'll finally be able to find a negotiation style that helps you get the outcome you want--every time!

Author : Michael Watkins
Publisher : Harvard Business Press
Page : 222 pages
File Size : 55,9 Mb
Release : 2006
Category : Business & Economics
ISBN : 1422102521

Get Book

Shaping the Game by Michael Watkins Pdf

The author of the bestselling "The First 90 Days" now zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation.

Author : Harvard Business Review,Nancy Duarte,Bryan A. Garner,Mary Shapiro,Jeff Weiss
Publisher : Harvard Business Press
Page : 2050 pages
File Size : 40,9 Mb
Release : 2019-02-26
Category : Business & Economics
ISBN : 9781633697829

Get Book

Harvard Business Review Guides Ultimate Boxed Set (16 Books) by Harvard Business Review,Nancy Duarte,Bryan A. Garner,Mary Shapiro,Jeff Weiss Pdf

How-to guides to your most pressing work challenges. This 16-volume, specially priced boxed set makes a perfect gift for aspiring leaders looking for trusted advice on such diverse topics as data analytics, negotiating, business writing, and coaching. This set includes: Persuasive Presentations Better Business Writing Finance Basics Data Analytics Building Your Business Case Making Every Meeting Matter Project Management Emotional Intelligence Getting the Right Work Done Negotiating Leading Teams Coaching Employees Performance Management Delivering Effective Feedback Dealing with Conflict Managing Up and Across Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.