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| Author | : Geurt Jan de Heus |
| Publisher | : BIS Publishers |
| Total Pages | : 216 |
| Release | : 2017-09-19 |
| Genre | : Business & Economics |
| ISBN | : 9789063694319 |
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.
| Author | : Michael Ross Fowler |
| Publisher | : |
| Total Pages | : 0 |
| Release | : 2017 |
| Genre | : Dispute resolution (Law) |
| ISBN | : 9781611630480 |
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
| Author | : Seraphina Blake |
| Publisher | : RWG Publishing |
| Total Pages | : 39 |
| Release | : 2024-06-12 |
| Genre | : Business & Economics |
| ISBN | : |
Mastering the Art of Negotiation in 10 Steps: Win-Win Strategies offers a fresh perspective on the art of negotiation, challenging the traditional notion of negotiation as a zero-sum game. Drawing from the groundbreaking work of renowned experts like Roger Fisher, William Ury, Ralph D. Stacey, and Herb Cohen, this book presents a revolutionary approach to achieving mutually beneficial outcomes. Through ten comprehensive steps, author Seraphina Blake guides readers through the principles and strategies of win-win negotiations, empowering them to navigate complex scenarios with confidence, empathy, and a collaborative mindset. Packed with real-world examples and practical exercises, this book is an essential toolkit for professionals, entrepreneurs, and anyone seeking to master the art of negotiation and foster long-lasting, productive relationships.
| Author | : Roy J. Lewicki |
| Publisher | : John Wiley & Sons |
| Total Pages | : 315 |
| Release | : 2011-01-11 |
| Genre | : Business & Economics |
| ISBN | : 1118046943 |
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
| Author | : Roger Fisher |
| Publisher | : Houghton Mifflin Harcourt |
| Total Pages | : 242 |
| Release | : 1991 |
| Genre | : Business & Economics |
| ISBN | : 9780395631249 |
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 | : |
| Publisher | : Anthony Daccache |
| Total Pages | : 29 |
| Release | : |
| Genre | : Business & Economics |
| ISBN | : |
In the dynamic and interconnected world we live in, negotiation has become an essential skill for achieving success in various aspects of life. Whether you're a business professional, a diplomat, a lawyer, or even an everyday individual navigating personal relationships, the ability to negotiate effectively can significantly impact your outcomes. In "Mastering the Art of Negotiation: Strategies for Success," acclaimed negotiation expert and author delve into the fascinating realm of negotiation, providing readers with invaluable insights and practical techniques to enhance their negotiation skills and achieve optimal results. Drawing from extensive research, real-world case studies, and personal experiences, this book offers a comprehensive guide that covers all facets of negotiation, from preparation to execution. Readers will learn how to: Understand the fundamentals of negotiation: Explore the underlying principles and theories that form the foundation of successful negotiation. Gain an understanding of the various negotiation styles and approaches and learn how to adapt them to different scenarios. Prepare strategically: Discover the importance of thorough preparation and learn how to analyze the interests, needs, and motivations of all parties involved. Develop effective strategies to set objectives, identify potential barriers, and craft compelling arguments. Build rapport and communicate effectively: Master the art of active listening, empathy, and non-verbal communication to establish trust and foster positive relationships with counterparts. Learn how to articulate your ideas persuasively and negotiate collaboratively. Overcome challenges and resolve conflicts: Explore techniques for managing conflicts, handling difficult personalities, and finding creative solutions that satisfy the interests of all parties. Gain insights into managing emotions and maintaining composure during high-stakes negotiations. Negotiate in different contexts: Explore the unique challenges and considerations in negotiating across various domains, including business, legal, international diplomacy, and personal relationships. Discover strategies for negotiating deals, resolving disputes, and managing complex negotiations. Close deals and achieve win-win outcomes: Learn effective closing techniques and how to secure agreements that maximize value for all parties involved. Understand the importance of building long-term relationships and maintaining integrity throughout the negotiation process.
| Author | : David Sally |
| Publisher | : St. Martin's Press |
| Total Pages | : 304 |
| Release | : 2020-05-05 |
| Genre | : Business & Economics |
| ISBN | : 1250166403 |
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.
| Author | : Steve Gates |
| Publisher | : John Wiley & Sons |
| Total Pages | : 240 |
| Release | : 2015-10-08 |
| Genre | : Business & Economics |
| ISBN | : 1119155525 |
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
| Author | : Michael Wheeler |
| Publisher | : Simon and Schuster |
| Total Pages | : 320 |
| Release | : 2013-10-08 |
| Genre | : Business & Economics |
| ISBN | : 1451690444 |
A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.
| Author | : Margaret A. Neale |
| Publisher | : Profile Books |
| Total Pages | : 375 |
| Release | : 2015-07-02 |
| Genre | : Business & Economics |
| ISBN | : 1782831061 |
Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.
