Download or read book Added Value Negotiating written by Karl Albrecht and published by Irwin Professional Publishing. This book was released on 1993 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book employs a noncombative, five-step negotiating style that focuses on interests, develops options, and creates deals that beneift everyone involved. By completely avoiding the traditional offer/counter-offer pscyhology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. This new format for negotiating works by giving the other party choices among carefully designed packages rather than forcing them to counterattack against a single proposal.

Download or read book Added Value Negotiating written by Dr Steve Albrecht and published by Karl Albrecht International. This book was released on 2008-12-29 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: The traditional, adversarial approach to negotiating, taught in books, seminars, and business courses all over the world, is a reductive approach: each side seeks to gain as much as possible by minimizing the value obtained by the other. If both parties are "tough negotiators," they'll succeed at the second objective and fail at the first. The result: minimum value for both sides. The age-old rules are known; keep your "opponent" guessing; don't give away too much information about yourself or your needs; negotiate from a position of strength and force your "adversary" to negotiate from weakness; use tricks and gimmicks to throw them off their game. The legacy of tough negotiating is, just as often as not, dissatisfaction, animosity, failed deals, broken agreements, lawsuits, and even war. Had enough of the same old shoving matches and head games? Now, try Added Value Negotiating, the breakthrough five-step method pioneered by Dr. Karl Albrecht and Dr. Steve Albrecht. AVN does not begin with the usual "offer and counteroffer" procedure so commonly used in negotiating. The first stage is an open and candid sharing of interests and objectives by both parties. Once both parties have expressed their interests, the method proceeds to the careful and thorough identification of the possible elements of value that might be involved in meeting the respective interests. This is where the "added value" component comes in. The objective is to build as much value as possible into the deal, not as little as possible. The AVN process then uses various methods for "deal building," which is a cooperative process of constructing several alternative "deal packages," each with a different emphasis on various configurations of value. The concept of multiple options is extremely important, because it replaces the "push-pull" psychology of the offer and counter-offer procedure with a cooperative search for mutually acceptable value. Provide a copy of "Added Value Negotiating" to every executive, manager, and professional person in your organization.

Download or read book Negotiation Excellence Successful Deal Making 2nd Edition written by Michael Benoliel and published by World Scientific. This book was released on 2014-09-16 with total page 534 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Negotiating at Work written by Deborah M. Kolb and published by John Wiley & Sons. This book was released on 2015-01-06 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.

Download or read book Creative Conflict written by Bill Sanders and published by Harvard Business Press. This book was released on 2021-06-15 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is stuck. It's time for something new. Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser? Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance. In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.

Download or read book Negotiation written by Marc Buelens and published by Lannoo Meulenhoff - Belgium. This book was released on 2013-01-30 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: Onderhandel jij over taakverdelingen, strategische beslissingen, bedrijfsovernames of je loon? Of onderhandel je met kinderen en pubers? Of ben je betrokken bij regeringsonderhandelingen? Onderhandelen doen we allemaal. Dagelijks. En vaak zelfs zonder het te beseffen. Verassend genoeg lukken of mislukken onderhandelingen steeds door dezelfde patronen. Hoe goed onderhandelen we? In dit boek krijg je vier sleutels om je onderhandelingen intelligenter te maken en je nq® te verhogen. Je leert elke onderhandeling om te buigen van een stresserende machtsstrijd naar een interactie die boeiende kansen creëert. Je verkent de onderhandelingscultuur van de toekomst en krijgt handvatten om je organisatie onderhandelingsslim te maken. Onderhandelen Essentials geeft je tips om anders te onderhandelen, hoger te durven inzetten en het onderhandelingsspel te bepalen. Het toont je de weg naar betere resultaten voor alle partijen in combinatie met open, vertrouwenwekkende relaties. Kortom, het maakt van jou een gedreven en kundig onderhandelaar die met genoegen kan terugblikken op de behaalde resultaten.

Download or read book Getting More written by Stuart Diamond and published by Crown Currency. This book was released on 2010-12-28 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.

Download or read book Summary Everything Is Negotiable written by BusinessNews Publishing, and published by Primento. This book was released on 2013-02-15 with total page 26 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Gavin Kennedy's book: "Everything Is Negotiable: How To Negotiate and Win". This complete summary of the ideas from Gavin Kennedy's book "Everything Is Negotiable" shows that if you automatically assume that things are possible until circumstances prove otherwise, you will be amazed at the bargains you can strike – even in unexpected areas. When you assume that anything is unnegotiable, simply because the other party has not yet indicated a willingness to negotiate, you are missing huge opportunities to make better deals for yourself, for the company you work for and for the people you buy things from. Negotiation is the simple process of structuring a business transaction in such a way that everyone involved gains the most. There is always a better deal waiting in the wings. This summary is packed with funny anecdotes and useful tips. This summary makes you rethink your own negotiating abilities and make better deals. Added-value of this book: • Save time • Understand key concepts • Develop your business knowledge To learn more, read "Everything Is Negotiable" and your business affairs will flourish.

Download or read book Summary The Only Negotiating Guide You ll Ever Need written by BusinessNews Publishing, and published by Primento. This book was released on 2014-11-12 with total page 38 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Peter Stark and Jane Flaherty's book: "The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation". This complete summary of the ideas from Peter Stark and Jane Flaherty's book "The Only Negotiating Guide You'll Ever Need" shows how every aspect of your life is affected by the result of a negotiation at one time or another. In fact, most people spend the majority of each working day engaging in one type of negotiation or another. In their book, the authors explain that it therefore makes good sense to learn how to negotiate well, so as to generate as many win-win outcomes as possible. This summary provides readers with the tools they need to carry out good negotiations and to build and strengthen their communication. Added-value of this summary: • Save time • Understand key concepts • Expand your knowledge To learn more, read "The Only Negotiating Guide You'll Ever Need" and learn the 101 practical and effective tactics that every professional should have up their sleeve.

Download or read book Built to Win written by Lawrence Susskind and published by Harvard Business Press. This book was released on 2009-05-05 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

Download or read book Value Negotiation written by Horacio Falcão and published by . This book was released on 2012 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 highest 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. For university professors, adopting the Value Negotiation book entitles you to request a comprehensive Instructor's Package that includes an Instructor's Manual and a set of teaching slides.

Download or read book Breakthrough Business Negotiation written by Michael Watkins and published by John Wiley & Sons. This book was released on 2002-08-29 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Breakthrough Business Negotiation demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances. Watkins also explains how to prevent disputes from poisoning deals.

Download or read book Getting to We written by J. Nyden and published by Springer. This book was released on 2013-09-09 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.

Download or read book Quantum Negotiation written by Karen S. Walch and published by John Wiley & Sons. This book was released on 2017-12-11 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.

Download or read book Summary The Art of Negotiation written by BusinessNews Publishing, and published by Primento. This book was released on 2014-11-12 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Michael Wheeler's book: "The Art of Negotiation: How to Improvise Agreement in a Chaotic World". This complete summary of the ideas from Michael Wheeler's book "The Art of Negotiation" explains that negotiations rarely go as planned. With that in mind, the cornerstone of good negotiation strategy is to find ways to manage uncertainty. This summary points out that the faster you go through the learn, adapt and influence cycle, the better you will be as a negotiator. Added-value of this summary: • Save time • Understand key concepts • Expand your knowledge To learn more, read "The Art of Negotiation" and find out how you can adapt to every negotiation situation and get what you want.

Download or read book Advanced Negotiation Techniques written by Steve Hay and published by Apress. This book was released on 2015-02-19 with total page 163 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives. For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients have been business professionals who have learned how to sell more successfully. Others have improved their buying skills. A few clients have applied the RDC techniques outside the business environment altogether—for instance, in such areas as international diplomatic services, including hostage and kidnap situations. As you’ll discover, the RDC philosophy is centered on business ethics and a principled approach to negotiation that maximizes the value of the outcomes for both parties. It can even create additional value that neither party could find in isolation. In this book, you will learn: The ten golden rules for successful negotiations How to handle conflicts with your negotiating partners What hostage and kidnapping negotiations can teach managers negotiating in business settings How to ensure both sides perceive any agreement as a "win" Achieve higher-profit deals in difficult circumstances In the business world, negotiating with other companies, government officials, and even your colleagues is a fact of life. Advanced Negotiation Techniques takes you through a system for planning and conducting negotiations that will enable you and your team to achieve your negotiation objectives. This is an internationally tried and tested process, with many current Blue Chip organizations applying it daily for a simple reason: the techniques are easy to implement and they work. That makes this book essential reading for those who want to achieve their goals in any area of life.

Download or read book The Book of Real World Negotiations written by Joshua N. Weiss and published by John Wiley & Sons. This book was released on 2020-07-24 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!