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Mastering Business Negotiation

Mastering Business Negotiation
Author: Roy J. Lewicki
Publisher: John Wiley & Sons
Total Pages: 315
Release: 2011-01-11
Genre: Business & Economics
ISBN: 1118046943
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Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

Mastering the Art of Negotiation

Mastering the Art of Negotiation
Author: Geurt Jan de Heus
Publisher: BIS Publishers
Total Pages: 216
Release: 2017-09-19
Genre: Business & Economics
ISBN: 9789063694319
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The art of negotiation is in searching together for possibilities that serve as many interests as possible. In times where 'win as much as you can' is on the rise worldwide, this is a refreshing alternative.

One Step Ahead

One Step Ahead
Author: David Sally
Publisher: St. Martin's Press
Total Pages: 304
Release: 2020-05-05
Genre: Business & Economics
ISBN: 1250166403
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There’s been a revolution in negotiating tactics. The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace. One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life—One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages. Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead—no matter whom you are facing across the table.

Mastering the Business of Global Trade

Mastering the Business of Global Trade
Author: Thomas A. Cook
Publisher: CRC Press
Total Pages: 398
Release: 2014-02-05
Genre: Business & Economics
ISBN: 1466595795
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Much of your company‘s success in global trade will be determined by how well you manage contracts and agreements for sale or purchase. Mastering the Business of Global Trade: Negotiating Competitive Advantage Contractual Best Practices, Incoterms, and Leveraging Supply Chain Options explains the key elements any international business person must

Trump-Style Negotiation

Trump-Style Negotiation
Author: George H. Ross
Publisher: John Wiley & Sons
Total Pages: 237
Release: 2010-12-14
Genre: Business & Economics
ISBN: 1118038975
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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.

Mastering High-Stakes Negotiations

Mastering High-Stakes Negotiations
Author: Mark Bilgin
Publisher: Booklocker.com
Total Pages: 336
Release: 2017-03-05
Genre: Business & Economics
ISBN: 9781634920407
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Success of any negotiation depends on the team skills. This book contains valuable information, ideas, and techniques for individuals who take part in high-stakes negotiations in both leading and supporting roles. Mastering High-Stakes Negotiations is a valuable resource for growth minded buyers and sellers to learn soft and hard concepts.

The Bartering Mindset

The Bartering Mindset
Author: Brian C. Gunia
Publisher: University of Toronto Press
Total Pages: 249
Release: 2019-02-08
Genre: Business & Economics
ISBN: 1487500963
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We use money to solve our everyday problems, and it generally works well. Despite its economic benefits, however, money has a psychological downside: it trains us to think about negotiations narrow-mindedly, leading us to negotiate badly. Suggesting that we need a non-monetary mindset to negotiate better, The Bartering Mindset shows us how to look outside the monetary economy - to the bartering economies of the past, where people traded what they had for what they needed. The book argues that, because of the economic difficulties associated with bartering, barterers had to use a more sophisticated form of negotiation - a strategic approach that can make us master negotiators today. This book immerses readers in the assumptions made by barterers, collectively referred to as the "bartering mindset," and then demonstrates how to apply this mindset to modern, monetary negotiations. The Bartering Mindset concludes that our individual, organizational, and social problems fester for a predictable reason: we apply a monetary mindset to our negotiations, leading to suboptimal thinking, counterproductive behaviors, and disappointing outcomes. By offering the bartering mindset as an alternative, this book will help people negotiate better and thrive.

Mastering Negotiation

Mastering Negotiation
Author: Michael Ross Fowler
Publisher:
Total Pages: 0
Release: 2017
Genre: Dispute resolution (Law)
ISBN: 9781611630480
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This comprehensive book covers the key stages of the negotiation process: choosing an approach, preparing to negotiate, initiating talks, moving to substantive bargaining and problem-solving, overcoming common difficulties, and closing a deal. It focuses on issues of negotiation strategy, especially those associated with the interest-based or mutual-gains negotiation that professional negotiators often use in complex disputes. Special features include chapters on cross-cultural negotiations, group negotiations, and ethical issues. "People engaged in the study and practice of negotiation and appropriate dispute resolution have long been on the lookout for a book that explores all of the advances in principled or interest-based negotiation that have occurred since the 1981 publication of that ground-breaking work by Roger Fisher and Bill Ury, Getting to Yes: Negotiating Agreement Without Giving In. Professor Michael Fowler's Mastering Negotiation is a clear, engaging, wide-ranging, and perceptive study, ideal for classroom adoption and sure to be of great interest to university students and faculty as well as practitioners in law firms, board-rooms, civil society, foreign ministries, and the halls of politics." -- Sean Byrne, Director, Arthur V. Mauro Centre for Peace & Justice, and Professor of Peace & Conflict Studies, St. Paul's College, University of Manitoba "This is a landmark contribution to the teaching, learning, and practice of negotiation. . .The book succeeds on two tracks: it is a tour-de-force in articulation and critical examination of fundamental concepts, but it is also an intensely practical guide to techniques for applying those concepts. In every chapter, specific illustrations and real-world examples abound, as do checklists and roadmaps. The book is destined to be a well-thumbed reference guide to what succeeds and what fails in diverse negotiation contexts." -- Donald L. Burnett, Jr., Professor (Emeritus) of Law, University of Idaho Dean, College of Law

The Negotiation Book

The Negotiation Book
Author: Steve Gates
Publisher: John Wiley & Sons
Total Pages: 240
Release: 2015-10-08
Genre: Business & Economics
ISBN: 1119155525
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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

How to Sweet-Talk a Shark

How to Sweet-Talk a Shark
Author: Bill Richardson
Publisher: Rodale Books
Total Pages: 258
Release: 2013-10-15
Genre: Business & Economics
ISBN: 1623360587
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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.