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How to Negotiate Like a Pro

How to Negotiate Like a Pro
Author: Mary Greenwood
Publisher: iUniverse
Total Pages: 90
Release: 2006-06
Genre: Dispute resolution (Law)
ISBN: 0595397336

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For over twenty-five years, author Mary Greenwood has worked in careers that required expert negotiation. After becoming a professional union negotiator, she began to notice a specific set of rules people use to settle disputes. Greenwood compiles many of these rules in How to Negotiate Like a Pro: 41 Rules for Resolving Disputes, an easy-to-understand guide to negotiating any type of situation. Among these rules you will find the following: * Focus on the goal and resist being distracted by emotions * Request ground rules * Avoid negotiating against yourself * Do your research * Know when to walk away Greenwood lists each rule and subsequently offers a concise explanation on how and when to use it in your negotiations. She explains the emotional frame of mind you need for negotiations and reveals the preparations, strategies, and tactics required to close the deal. Telephone and on-line negotiations are also discussed. Whether you're involved in a professional dispute with another business associate, your boss, or even an online seller, How to Negotiate Like a Pro will put you ahead of the game!


Getting to Yes

Getting to Yes
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
Total Pages: 242
Release: 1991
Genre: Business & Economics
ISBN: 9780395631249

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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.


Negotiating Free-trade Agreements

Negotiating Free-trade Agreements
Author: Walter Goode
Publisher:
Total Pages: 208
Release: 2009
Genre: Australia
ISBN: 9781921244957

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Resistance as Negotiation

Resistance as Negotiation
Author: Uday Chandra
Publisher: Stanford University Press
Total Pages: 426
Release: 2024-06-18
Genre: History
ISBN: 1503639150

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"Tribes" appear worldwide today as vestiges of a pre-modern past at odds with the workings of modern states. Acts of resistance and rebellion by groups designated as "tribal" have fascinated as well as perplexed administrators and scholars in South Asia and beyond. Tribal resistance and rebellion are held to be tragic yet heroic political acts by "subaltern" groups confronting omnipotent states. By contrast, this book draws on fifteen years of archival and ethnographic research to argue that statemaking is intertwined inextricably with the politics of tribal resistance in the margins of modern India. Uday Chandra demonstrates how the modern Indian state and its tribal or adivasi subjects have made and remade each other throughout the colonial and postcolonial eras, historical processes of modern statemaking shaping and being shaped by myriad forms of resistance by tribal subjects. Accordingly, tribal resistance, whether peaceful or violent, is better understood vis-à-vis negotiations with the modern state, rather than its negation, over the past two centuries. How certain people and places came to be seen as "tribal" in modern India is, therefore, tied intimately to how "tribal" subjects remade their customs and community in the course of negotiations with colonial and postcolonial states. Ultimately, the empirical material unearthed in this book requires rethinking and rewriting the political history of modern India from its "tribal" margins.


Negotiation Genius

Negotiation Genius
Author: Deepak Malhotra
Publisher: Bantam
Total Pages: 354
Release: 2008-08-26
Genre: Business & Economics
ISBN: 0553384112

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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.


Regulation and Its Reform

Regulation and Its Reform
Author: Stephen Breyer
Publisher: Harvard University Press
Total Pages: 490
Release: 1982
Genre: Law
ISBN: 9780674753761

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On its Surface, this book is aimed at the topical issue of regulatory reform. But underneath it strives to go beyond the topical, seeking to analyze regulation as a distinct discipline and to help teach it as a separate subject.


Dispute Resolution

Dispute Resolution
Author: Bloomsbury Publishing
Publisher: Bloomsbury Publishing USA
Total Pages: 317
Release: 1984-05-30
Genre: Business & Economics
ISBN: 0313388563

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John Dunlop is one of the world's outstanding figures in the theory and practice of industrial relations. In this book he advocates a better means to resolve disputes. He stresses that each side must work out its own internal accommodation as a necessary prerequisite to across-the-table resolution.


Negotiate to Win

Negotiate to Win
Author: Jim Thomas
Publisher: Harper Collins
Total Pages: 324
Release: 2009-10-13
Genre: Business & Economics
ISBN: 0061750182

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Discover the Power Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating, including: The 21 rules of successful negotiating -- and how to defend against them! "Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others Why Americans are among the worst negotiators on Earth How to overcome your natural reluctance to bargain Why win-win negotiating is so vital How to thoroughly prepare for your negotiations How to deal with counterparts who intimidate or harass you How to negotiate ethically -- and deal with those who don't How to negotiate more successfully across cultural lines Thomas's Truisms -- 50 memorable negotiating maxims The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!


Political Negotiation

Political Negotiation
Author: Jane Mansbridge
Publisher: Brookings Institution Press
Total Pages: 306
Release: 2015-11-17
Genre: Political Science
ISBN: 0815727305

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The United States was once seen as a land of broad consensus and pragmatic politics. Sharp ideological differences were largely absent. But today politics in America is dominated by intense party polarization and limited agreement among legislative representatives on policy problems and solutions. Americans pride themselves on their community spirit, civic engagement, and dynamic society. Yet, as the editors of this volume argue, we are handicapped by our national political institutions, which often— but not always—stifle the popular desire for policy innovation and political reforms. Political Negotiation: A Handbook explores both the domestic and foreign political arenas to understand the problems of political negotiation. The editors and contributors share lessons from success stories and offer practical advice for overcoming polarization. In deliberative negotiation, the parties share information, link issues, and engage in joint problem solving. Only in this way can they discover and create possibilities, and use their collective intelligence for the good of citizens of both parties and for the country.


Raising Expectations (and Raising Hell)

Raising Expectations (and Raising Hell)
Author: Jane McAlevey
Publisher: Verso Books
Total Pages: 333
Release: 2014-05-06
Genre: Biography & Autobiography
ISBN: 1781683158

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This “breath-taking trip through the union-organizing scene of America in the 21st century” reveals the victories and unconventional strategies of a renowned—and notorious—militant union organizer (Barbara Ehrenreich, author of Nickel and Dimed) In 1995, in the first contested election in the history of the AFL-CIO, John Sweeney won the presidency of the nation’s largest labor federation, promising renewal and resurgence. Today, less than 7 percent of American private-sector workers belong to a union, the lowest percentage since the beginning of the twentieth century, and public employee collective bargaining has been dealt devastating blows in Wisconsin and elsewhere. What happened? Jane McAlevey is famous—and notorious—in the American labor movement as the hard-charging organizer who racked up a string of victories at a time when union leaders said winning wasn’t possible. Then she was bounced from the movement, a victim of the high-level internecine warfare that has torn apart organized labor. In this engrossing and funny narrative—that reflects the personality of its charismatic, wisecracking author—McAlevey tells the story of a number of dramatic organizing and contract victories, and the unconventional strategies that helped achieve them. Raising Expectations (and Raising Hell) argues that labor can be revived, but only if the movement acknowledges its mistakes and fully commits to deep organizing, participatory education, militancy, and an approach to workers and their communities that more resembles the campaigns of the 1930s—in short, social movement unionism that involves raising workers’ expectations (while raising hell).