The Negotiation Process PDF Download
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Author | : G. Richard Shell |
Publisher | : |
Total Pages | : 286 |
Release | : 2001 |
Genre | : Negotiation |
ISBN | : 9780140289312 |
Download Bargaining for Advantage Book in PDF, ePub and Kindle
Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.
Author | : I. William Zartman |
Publisher | : SAGE Publications, Incorporated |
Total Pages | : 252 |
Release | : 1978-10 |
Genre | : Language Arts & Disciplines |
ISBN | : |
Download The Negotiation Process Book in PDF, ePub and Kindle
From the John Holmes Library collection.
Author | : Roderick M. Kramer |
Publisher | : SAGE |
Total Pages | : 365 |
Release | : 1995-04-06 |
Genre | : Language Arts & Disciplines |
ISBN | : 0803957386 |
Download Negotiation as a Social Process Book in PDF, ePub and Kindle
A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more.
Author | : Roger Fisher |
Publisher | : Houghton Mifflin Harcourt |
Total Pages | : 242 |
Release | : 1991 |
Genre | : Business & Economics |
ISBN | : 9780395631249 |
Download Getting to Yes Book in PDF, ePub and Kindle
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 | : Harvard Business Review |
Publisher | : Harvard Business Press |
Total Pages | : 186 |
Release | : 2019-04-30 |
Genre | : Business & Economics |
ISBN | : 1633697762 |
Download HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) Book in PDF, ePub and Kindle
Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Author | : Jim Reiman |
Publisher | : |
Total Pages | : 0 |
Release | : 2022-02 |
Genre | : Business & Economics |
ISBN | : 9781645439578 |
Download Negotiation Simplified: A Framework and Process for Understanding and Improving Negotiating Results Book in PDF, ePub and Kindle
Winner of multiple highly prestigious awards: the Nonfiction Author Association's Gold Award, the New York City Big Book Award, and the Independent Press Award in two categories: Business: General and Nonfiction: Audiobook Negotiations may be complex; negotiating is not! Creating options and choosing which to pursue (and how to pursue them) is what distinguishes the skilled and effective negotiator from the less successful one. This book provides both the tools and the analytical framework to identify and pursue one's options, achieve better results, and improve your negotiation skills. Negotiation Simplified is not a "how-to" book. Rather, it sets out an analytical framework and process to use that framework. Whether experienced or a novice, understanding the thought process of other negotiators and incorporating those elements that resonate with you will make you better at your craft, regardless of your current skill level. Author Jim Reiman simplifies without being simplistic. Written by a practitioner for the practitioner, Negotiation Simplified sets out a framework and a thought process that, if followed, will yield better results. He provides short takeaways and tools to examine your own processes. And, because there is no one correct path to a successful negotiating result, Reiman also poses questions to identify options and to learn and critically analyze information so that the best path may be identified and pursued. Whether deciding who will take out the garbage or overseeing a multibillion-dollar acquisition transaction, everyone negotiates. The stakes may differ, but all negotiations share four foundational elements: goal-setting, preparation, listening, and self-awareness. Negotiation Simplified demonstrates the use of these four skills through real-life negotiation anecdotes authored by eight world-renowned negotiators across many disciplines and industries. They share how their utilization of these skills resulted in better outcomes.
Author | : Ho-Won Jeong |
Publisher | : Cambridge University Press |
Total Pages | : 299 |
Release | : 2016-04-07 |
Genre | : Business & Economics |
ISBN | : 1107026407 |
Download International Negotiation Book in PDF, ePub and Kindle
An in-depth introduction to negotiation, drawing on numerous real-world examples. Accompanied by a rich suite of online resources.
Author | : Michael Benoliel |
Publisher | : World Scientific |
Total Pages | : 534 |
Release | : 2014-09-16 |
Genre | : Business & Economics |
ISBN | : 9814556963 |
Download Negotiation Excellence: Successful Deal Making (2nd Edition) Book in PDF, ePub and Kindle
Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Author | : Ray Fells |
Publisher | : Cambridge University Press |
Total Pages | : 248 |
Release | : 2009-11-16 |
Genre | : Business & Economics |
ISBN | : 1139482467 |
Download Effective Negotiation Book in PDF, ePub and Kindle
Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.
Author | : Carrie Menkel-Meadow |
Publisher | : |
Total Pages | : 0 |
Release | : 2014 |
Genre | : Compromise (Law) |
ISBN | : 9781454802648 |
Download Negotiation Book in PDF, ePub and Kindle
A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers th