Download or read book Negotiating and Influencing Skills written by Bradley Collins McRae and published by SAGE. This book was released on 1998 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law.

Download or read book Manager as Negotiator written by David A. Lax and published by Simon and Schuster. This book was released on 1987-01-05 with total page 619 pages. Available in PDF, EPUB and Kindle. Book excerpt: This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.

Download or read book Claiming Value written by Alena Wolflink and published by Taylor & Francis. This book was released on 2022-09-08 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Value is typically theorized from the frameworks of economic theory or of moral/ethical theory, but we need to instead think about value foremost as political. Alena Wolflink uncovers a tension in value discourses between material and aspirational life. As she shows, erasing this tension, as has been the historical tendency, can entrench existing configurations of power and privilege, while acknowledging the tension is a vital part of democratic practice. Using genealogical, conceptual-historical, and interpretive approaches, and drawing from such diverse sources as Aristotle, Anna Julia Cooper, Michael Warner, Alicia Garza, and Patrisse Khan-Cullors, Wolflink argues that abstractions of value discourse in both economic theory and moral philosophy have been complicit in devaluing the lives of women, queer people, and people of color. Yet she further argues that value claims nonetheless hold democratic potential as a means of asserting and defining priorities that center the role of political economy in the making of political communities. With many real-world examples vividly portrayed, Claiming Value is an unusually accessible work of political theory accessible to students in courses on political theory, moral philosophy, social theory, economic theory, democracy, social inequality, and more.

Download or read book Value Negotiation written by Horacio Falcao and published by FT Press. This book was released on 2012-12-11 with total page 578 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 Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book 3 D Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.

Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2008-08-26 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Beyond Winning written by Robert H. Mnookin and published by Harvard University Press. This book was released on 2004-04-15 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one’s own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle—clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession.

Download or read book Model Rules of Professional Conduct written by American Bar Association. House of Delegates and published by American Bar Association. This book was released on 2007 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.

Download or read book Reducing Construction Costs written by National Research Council and published by National Academies Press. This book was released on 2007-10-09 with total page 68 pages. Available in PDF, EPUB and Kindle. Book excerpt: The National Academy of Construction (NAC) has determined that disputes, and their accompanying inefficiencies and costs, constitute a significant problem for the industry. In 2002, the NAC assessed the industry's progress in attacking this problem and determined that although the tools, techniques, and processes for preventing and efficiently resolving disputes are already in place, they are not being widely used. In 2003, the NAC helped to persuade the Center for Construction Industry Studies (CCIS) at the University of Texas and the Alfred P. Sloan Foundation to finance and conduct empirical research to develop accurate information about the relative transaction costs of various forms of dispute resolution. In 2004 the NAC teamed with the Federal Facilities Council (FFC) of the National Research Council to sponsor the "Government/Industry Forum on Reducing Construction Costs: Uses of Best Dispute Resolution Practices by Project Owners." The forum was held on September 23, 2004, at the National Academy of Sciences in Washington, D.C. Speakers and panelists at the forum addressed several topics. Reducing Construction Costs addresses topics such as the root causes of disputes and the impact of disputes on project costs and the economics of the construction industry. A second topic addressed was dispute resolution tools and techniques for preventing, managing, and resolving construction- related disputes. This report documents examples of successful uses of dispute resolution tools and techniques on some high-profile projects, and also provides ways to encourage greater use of dispute resolution tools throughout the industry. This report addresses steps that owners of construction projects (who have the greatest ability to influence how their projects are conducted) should take in order to make their projects more successful.

Download or read book Invention Analysis and Claiming written by Ronald D. Slusky and published by American Bar Association. This book was released on 2007 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: Invention Analysis and Claiming presents a comprehensive approach to analyzing inventions and capturing them in a sophisticated set of patent claims. A central theme is the importance of using the problem-solution paradigm to identify the "inventive concept" before the claim-drafting begins. The book's teachings are grounded in "old school" principles of patent practice that, before now, have been learned only on the job from supervisors and mentors.

Download or read book Front of Package Nutrition Rating Systems and Symbols written by Institute of Medicine and published by National Academies Press. This book was released on 2012-01-30 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: During the past decade, tremendous growth has occurred in the use of nutrition symbols and rating systems designed to summarize key nutritional aspects and characteristics of food products. These symbols and the systems that underlie them have become known as front-of-package (FOP) nutrition rating systems and symbols, even though the symbols themselves can be found anywhere on the front of a food package or on a retail shelf tag. Though not regulated and inconsistent in format, content, and criteria, FOP systems and symbols have the potential to provide useful guidance to consumers as well as maximize effectiveness. As a result, Congress directed the Centers for Disease Control and Prevention (CDC) to undertake a study with the Institute of Medicine (IOM) to examine and provide recommendations regarding FOP nutrition rating systems and symbols. The study was completed in two phases. Phase I focused primarily on the nutrition criteria underlying FOP systems. Phase II builds on the results of Phase I while focusing on aspects related to consumer understanding and behavior related to the development of a standardized FOP system. Front-of-Package Nutrition Rating Systems and Symbols focuses on Phase II of the study. The report addresses the potential benefits of a single, standardized front-label food guidance system regulated by the Food and Drug Administration, assesses which icons are most effective with consumer audiences, and considers the systems/icons that best promote health and how to maximize their use.

Download or read book A Woman s Guide to Claiming Space written by Eliza VanCort and published by Berrett-Koehler Publishers. This book was released on 2023-02-21 with total page 342 pages. Available in PDF, EPUB and Kindle. Book excerpt: For too long, women have been told to confine themselves-physically, socially, and emotionally. Eliza VanCort says now is the time for women to stand tall, raise their voices, and claim their space. Women fight the pressure to make themselves small in private, professional, and public spaces. VanCort, a teacher, consultant, and speaker, provides the necessary tools for women to rewrite the rules and create the stories of their choosing safely and without apology. VanCort identifies the five key behaviors of all Space-Claiming Queens: use your voice and posture to project confidence and power, end self-sabotage, forge connections, neutralize unsafe spaces, and unite across differences. Through personal narrative, research, and actionable strategies, VanCort provides how-tos on combating challenges, such as antimentors and microaggressions, and gives advice for building up your old girls club, asking for what you're worth, and owning your space without apology. Bold, fun, and enlightening, this book is birthed from VanCort's incredible story. Having a mother with schizophrenia forced VanCort to learn to be small and invisible at an early age, and suffering a traumatic brain injury as an adult required her to rethink communication from the ground up. Drawing on these experiences, and those of real women everywhere, VanCort empowers women to claim space for themselves and for their sisters with courage, empathy, and conviction because when we rise together, we rise so much higher.

Download or read book The Mind and Heart of the Negotiator written by Leigh L. Thompson and published by Pearson Educacion. This book was released on 2012 with total page 432 pages. Available in PDF, EPUB and Kindle. Book excerpt: For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.

Download or read book Cultural Backlash written by Pippa Norris and published by Cambridge University Press. This book was released on 2019-02-14 with total page 564 pages. Available in PDF, EPUB and Kindle. Book excerpt: Authoritarian populist parties have advanced in many countries, and entered government in states as diverse as Austria, Italy, the Netherlands, Poland, and Switzerland. Even small parties can still shift the policy agenda, as demonstrated by UKIP's role in catalyzing Brexit. Drawing on new evidence, this book advances a general theory why the silent revolution in values triggered a backlash fuelling support for authoritarian-populist parties and leaders in the US and Europe. The conclusion highlights the dangers of this development and what could be done to mitigate the risks to liberal democracy.

Download or read book Diplomacy s Value written by Brian C. Rathbun and published by Cornell University Press. This book was released on 2014-10-31 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is the value of diplomacy? How does it affect the course of foreign affairs independent of the distribution of power and foreign policy interests? Theories of international relations too often implicitly reduce the dynamics and outcomes of diplomacy to structural factors rather than the subtle qualities of negotiation. If diplomacy is an independent effect on the conduct of world politics, it has to add value, and we have to be able to show what that value is. In Diplomacy's Value, Brian C. Rathbun sets forth a comprehensive theory of diplomacy, based on his understanding that political leaders have distinct diplomatic styles—coercive bargaining, reasoned dialogue, and pragmatic statecraft.Drawing on work in the psychology of negotiation, Rathbun explains how diplomatic styles are a function of the psychological attributes of leaders and the party coalitions they represent. The combination of these styles creates a certain spirit of negotiation that facilitates or obstructs agreement. Rathbun applies the argument to relations among France, Germany, and Great Britain during the 1920s as well as Palestinian-Israeli negotiations since the 1990s. His analysis, based on an intensive analysis of primary documents, shows how different diplomatic styles can successfully resolve apparently intractable dilemmas and equally, how they can thwart agreements that were seemingly within reach.

Download or read book Social Value Investing written by Howard W. Buffett and published by Columbia University Press. This book was released on 2018-05-29 with total page 592 pages. Available in PDF, EPUB and Kindle. Book excerpt: Social Value Investing presents a new way to approach some of society’s most difficult and intractable challenges. Although many of our world’s problems may seem too great and too complex to solve — inequality, climate change, affordable housing, corruption, healthcare, food insecurity — solutions to these challenges do exist, and will be found through new partnerships bringing together leaders from the public, private, and philanthropic sectors. In their new book, Howard W. Buffett and William B. Eimicke present a five-point management framework for developing and measuring the success of such partnerships. Inspired by value investing — one of history’s most successful investment paradigms — this framework provides tools to maximize collaborative efficiency and positive social impact, so that major public programs can deliver innovative, inclusive, and long-lasting solutions. It also offers practical insights for any private sector CEO, public sector administrator, or nonprofit manager hoping to build successful cross-sector collaborations. Social Value Investing tells the compelling stories of cross-sector partnerships from around the world — Central Park and the High Line in New York City, community-led economic development in Afghanistan, and improved public services in cities across Brazil. Drawing on lessons and observations from a broad selections of collaborations, this book combines real life stories with detailed analysis, resulting in a blueprint for effective, sustainable partnerships that serve the public interest. Readers also gain access to original, academic case material and professionally produced video documentaries for every major partnerships profiled — bringing to life the people and stories in a way that few other business or management books have done.