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| 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 | : 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 | : Hertha Grabel |
| Publisher | : |
| Total Pages | : 106 |
| Release | : 2021-07-26 |
| Genre | : |
| ISBN | : |
If you want to generate a better deal from your words...or increase your value and be seen as the one who gets things done, this book is for you. In this book, the author shares experiences in working with people and helping companies reach a great outcome during high-intensity negotiations. Here's what you'll discover in this book: - How words and phrases can get better results. - Proven Note Taking techniques for increased memory retention during long negotiations. - Learn amazing tactics for everyday negotiations. - Figure out who is in the room and who you should be negotiating with. - Brand's process for reaching an agreement. - Never get stuck at an impasse in negotiations. You will also learn: - How to prepare a room for best results before the negotiation. - Tips and tricks to outperform the opposition. - How to manage people and deal with distractions.
| Author | : G. Richard Shell |
| Publisher | : Penguin |
| Total Pages | : 306 |
| Release | : 2006-05-02 |
| Genre | : Business & Economics |
| ISBN | : 1101221372 |
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
| Author | : Jeffrey Cruikshank |
| Publisher | : Basic Books |
| Total Pages | : 288 |
| Release | : 1989-03-01 |
| Genre | : Political Science |
| ISBN | : 9780465007509 |
Drawing on his experience in the MIT-Harvard Public Disputes Program, a leading mediator and his co-author provide the first jargon-free guide to consensual strategies for resolving public disputes—indispensable to citizen activists and to business and government leaders.
| Author | : James K. Sebenius |
| Publisher | : HarperCollins |
| Total Pages | : 417 |
| Release | : 2018-05-08 |
| Genre | : Business & Economics |
| ISBN | : 0062694197 |
Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time. Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons. James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law. Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.
| Author | : Max H. Bazerman |
| Publisher | : Simon and Schuster |
| Total Pages | : 196 |
| Release | : 1994-01-01 |
| Genre | : Business & Economics |
| ISBN | : 1439106835 |
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
| Author | : Lawrence Susskind |
| Publisher | : Basic Books |
| Total Pages | : 288 |
| Release | : 1987-11-30 |
| Genre | : Political Science |
| ISBN | : 9780465007516 |
Drawing on his experience in the MIT-Harvard Public Disputes Program, a leading mediator and his co-author provide the first jargon-free guide to consensual strategies for resolving public disputes—indispensable to citizen activists and to business and government leaders.
| Author | : Deepak Malhotra |
| Publisher | : Bantam |
| Total Pages | : 354 |
| Release | : 2008-08-26 |
| Genre | : Business & Economics |
| ISBN | : 0553384112 |
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.
| 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
