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| Author | : Patrick Forsyth |
| Publisher | : Hero |
| Total Pages | : 128 |
| Release | : 2021-07-28 |
| Genre | : Business & Economics |
| ISBN | : 9781800313750 |
This compact little book explains the process of negotiation and striking a bargain. It contains useful tips and techniques to help you succeed in getting the deal you want.
| Author | : William Ury |
| Publisher | : Bantam |
| Total Pages | : 210 |
| Release | : 2007-04-17 |
| Genre | : Business & Economics |
| ISBN | : 0553903640 |
We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!
| Author | : Horacio Falcão |
| Publisher | : Financial Times/Prentice Hall |
| Total Pages | : 0 |
| Release | : 2010 |
| Genre | : Forhandlinger |
| ISBN | : 9789810681432 |
Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the most possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation. In Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation. And in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. Value Negotiation also comes with a comprehensive Instructor's Package that includes an instructor's manual, a set of teaching slides, and 14 short videos that portray common scenarios that negotiators are likely to encounter in real life.
| Author | : Kenneth L. Shropshire |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 220 |
| Release | : 2008-11-16 |
| Genre | : Business & Economics |
| ISBN | : 0071641629 |
If you're looking to build your deal-making chops, there is no better school than the world of professional sports. Few authors are as qualified to guide you through that rough-and-tumble terrain as Ken Shropshire. From the Fortune 500 to the NFL, from Don King to big city mayors, Ken has negotiated major sports deals across the country and around the world. He's also one of today's most sought-after negotiating coaches, with clients ranging from the National Collegiate Athletic Association to IBM. In Negotiate Like the Pros, Ken tells the stories behind some of the most sensational sports deals of all time and extracts powerful lessons from them on the skills you need to master to become a top-notch dealmaker. You'll learn how to: Prepare and Set Agendas: Peter Ueberroth's negotiation with Fidel Castro during the Soviet boycott of the '84 Olympics Know Your Negotiating Style and Play to Your Strengths: Why NFL coach Bill Walsh stresses sticking with your style Set Goals: the $60 million deal Daiuske “Dice-K” Matsuzaka cut with the Boston Red Sox in 2006 Leverage: from the astonishing three-way negotiation between Muhammed Ali, George Foreman and the President of Zaire that Don King used to pull off “The Rumble in the Jungle” Build Relationships: Yao Ming's move from China and David Beckham's $250 million deal with the Los Angeles Galaxy You also get a wealth of insider tips, tricks, and skill-building tools to help you develop a highly-effective, systematic approach to deal making. Whether you're a fanatic who sees the world through sports-colored glasses, or a casual observer who wants to learn from some of the toughest, shrewdest dealmakers in any industry, this book will teach you how to Negotiate Like the Pros.
| Author | : Richard Hoare |
| Publisher | : |
| Total Pages | : 0 |
| Release | : 2022-03 |
| Genre | : Negotiation in business |
| ISBN | : 9781914168048 |
We negotiate constantly. In work, and in life. As we try to get the 'best deal', it can feel like a tug of war - without the fun. Yet what if the process was more collaborative, and even laid the foundations for a strong future relationship? In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their refreshing approach to negotiation. Not only has it led to major record deals and enduring creative partnerships, but also a reputation for getting the deal done without leaving both parties bruised and battered. Now, they will help you to: - Identify your natural negotiating style - Develop strategies to deal with difficult situations (and people) - Build trust and negotiate more collaboratively - Think creatively to enrich deal terms With case studies from Glastonbury Festival and films such as True Grit, this is an essential read before any negotiation. Soon you'll be approaching the bargaining table with new skills and greater confidence, regardless of the cards you're holding. Deal?
| Author | : Herb Cohen |
| Publisher | : Bantam |
| Total Pages | : 260 |
| Release | : 1982-12-01 |
| Genre | : Business & Economics |
| ISBN | : 0553281097 |
Regardless of who you are or what you want, you can negotiate anything promises Herb Cohen, the world’s best negotiator. From mergers to marriages, from loans to lovemaking, the #1 bestseller You Can Negotiate Anything proves that “money, justice, prestige, love—it’s all negotiable.” Hailed by such publications as Time, People, and Newsweek, Cohen has advised presidents on everything from domestic policy to hostage crises to combating internal terrorism. His advice: “Be patient, be personal, be informed—and you can bargain successfully for anything.” Inside, you’ll learn the keys to using Herb Cohen’s proven strategy for dealing with your mate, your boss, your credit card company, your children, your lawyer, your best friends, and even yourself: •The three crucial steps to success • Identifying the other side’s negotiating style—and how to deal with it • The win-win technique • Using time to your advantage • The power of persistence, persuasion, and attitude • The art of the telephone negotiation, and much more “Power is based upon perception—if you think you’ve got it then you’ve got it!” affirms Herb Cohen, the world’s expert. And with this book, you’ve got the power to get what you really want right in your hands.
| Author | : Susan Preston |
| Publisher | : |
| Total Pages | : 96 |
| Release | : 2020-06-23 |
| Genre | : |
| ISBN | : |
This must read will uncover the secrets of maximising your success even in the toughest market place. The book will equip you with a practical and incredible toolkit which will guarantee your chances of securing the best deal for you whether you are operating in a multi million global organisation or simply buying your next vehicle. The content will benefit both sides of the buyer/seller interface, entrenpreneurs securing investment or those people that need to influence without the hierarchical title behind them. I am Sue Preston, a commercial negotiation expert and am delighted to welcome you to my first book. My vision is to share Commercial Negotiation tips, tricks and toolkits that embed learning, change behaviour and ultimately help you to deliver even better deals. My promise to you is; Everything in this book is applicable, practical and works - I am not in the business of quoting highfalutin theories that only work within the confines of a training room. You and your team will increase Negotiation capability ten fold by following the steps in this book. Every page you read will result in an instant return on investment for you and your organisation whether you are a buyer, seller or just need to influence those within your organisation to gain buy in.I am Managing Director/owner of SLP Training & Consulting Limited and I care about my clients and consider very carefully how I can help ever reader to be a better Negotiator, raise the bar on their Negotiation capability and consistently drive better value/prices/savings/quality/delivery etc from every negotiation no matter how big or small the ultimate aim. My personal aim is to ensure every page of this book is practical and applicable in today's tough business world. I have worked extensively over the past 25 years on both a global and national and local basis and appear as guest speaker at several business conferences around the world.Enjoy this book, complete the exercises and I promise you that you will have invested in the 'The gift that keeps on giving'.The toolkit within it will achieve strategies for cost savings, increasing sales and profits, resolving delivery issues, guaranteeing quality levels or influencing key stakeholders to buy into strategies or projects. This book takes into consideration the different layers of culture, the need for robust preparation and planning, tips for persuading others and gaining buy in, creating leverage in tough situations and provides a structure to follow throughout any negotiation."In Business As in Life - You don't get what you work for, you get what you Negotiate" - Chester Karrass
| Author | : Simon Horton |
| Publisher | : MX Publishing |
| Total Pages | : 272 |
| Release | : 2012-09 |
| Genre | : Business & Economics |
| ISBN | : 9781780922560 |
Evil dolphins, the discovery of Viagra, the negotiating tactics of Genghis Khan, words of wisdom from Val Doonican's mum, how to set up your own cult and a love affair with a crocodile - just some of the stories used to illustrate the principles involved in becoming a negotiation master. Most inexperienced negotiators and many experienced ones believe that, whilst in theory win-win is the best approach, in practice it can be too soft and leaves you open for the other side to take advantage. This book introduces the Strong Win-Win Method which resolves this dilemma and enables the reader to successfully pursue mutually beneficial solutions, confident that they will not be bullied or tricked. This highly readable book de-mystifies negotiation and will give you a clear structure and process to follow. Written in a direct "How to..."style, it outlines techniques and tactics - right down to the level of 'If they say x, you say y'. Drawing upon cutting edge research in the fields of psychology, body language, neuro-economics, game theory and systems theory it will give you advanced bargaining skills and beyond, on to mastery. And enjoy the read. Inside the book, you will read about famous negotiations from business, politics and international diplomacy as well as many of those less serious vignettes. Who knows? You may just end up starting your own cult!
| Author | : Jayne Docherty |
| Publisher | : Simon and Schuster |
| Total Pages | : 90 |
| Release | : 2004-10-01 |
| Genre | : Law |
| ISBN | : 1680992511 |
Most books on negotiation assume that the negotiators are in a stable settintg. But what about those far thornier times when negotiation needs to happen while other fundamental factors are in uproarious change— deciding which parent will have custody of their child while a divorce is underway; bargaining between workers and management during the course of a merger and downsizing; or establishing a new government as a civil war winds down. From Docherty's experiences in environmental/public policy negotiations and community development work. A title in The Little Books of Justice and Peacebuilding Series.
| Author | : Chris Voss |
| Publisher | : HarperCollins |
| Total Pages | : 203 |
| Release | : 2016-05-17 |
| Genre | : Business & Economics |
| ISBN | : 0062407813 |
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
