Download or read book How to Become a Better Negotiator written by Richard A. LUECKE and published by AMACOM Div American Mgmt Assn. This book was released on 2008-03-12 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether it’s at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the only way to consistently arrive at successful conclusions is to master the art of negotiation. Updated with completely new tactics and strategies, How to Become a Better Negotiator lets readers in on the same high-level skills that experienced negotiators use.Packed with fill-in-the-blank sections, tips, quizzes, and chapter reviews, the book covers important topics such as listening, assertiveness, and how to deal with hostile opponents. In addition, the book now features new chapters on:preparation, including identifying issues and interests, and determining alternatives to a deal and reserve price • the five basic steps of negotiation and “doing the deal” • and typical negotiating pitfalls and how to avoid them.
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 You Can Negotiate Anything written by Herb Cohen and published by Bantam. This book was released on 1982-12-01 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
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 Berkonomics written by Dave Berkus and published by Lulu.com. This book was released on 2009-10-05 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: 101 bite-sized lessions in building a business from ignition to liquidity event (start-up to sale) by Dave Berkus, an internationally recognized business expert, author and keynote speaker. Graduate with your degree in BERKONOMICS, and use these insights to drive your growth and business success. Use separate workbook to create your own personalized guide for corporate growth. www.berkonomics.com, www.berkus.com.
Download or read book The Negotiation Book written by Steve Gates and published by John Wiley & Sons. This book was released on 2015-10-08 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage
Download or read book How to be a Better Negotiator written by John Mattock and published by Kogan Page Publishers. This book was released on 1996 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offers advice on seeing through the process of negotiation, whether individually or as part of a team.
Download or read book Never Lose Again written by Steven Babitsky and published by Macmillan. This book was released on 2011-01-04 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Most Practical Book on Negotiating Ever Written Negotiating is an art. It's complicated. To become an exceptional negotiator traditionally requires years of experience in negotiations. But that doesn't mean that most people can't quickly and easily learn proven negotiating skill and techniques if someone shows them what to do. This book does exactly that. Never Lose Again reveals a simple but remarkably effective set of fifty questions that anyone can immediately use to become far better negotiators. The fifty questions apply to all types of negotiation situations, from conflicts like buying a home or car to business transactions of all kinds. Each question has been designed to put you in the best position possible, helping you to avoid tricks, break deadlocks, discover conflict and dispute resolutions, and find hidden deals in all types of negotiations. No other book on the market distills the key negotiation principles into such a simply, effective, and instantly usable form. By learning to use these questions, you can start thinking like expert negotiators and make better deals for yourself, your family, and your business.
Download or read book Negotiating for Success Essential Strategies and Skills written by George J. Siedel and published by Van Rye Publishing, LLC. This book was released on 2014-10-04 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
Download or read book The Road to Success written by Terry L. Boles and published by . This book was released on 2020 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Creative Negotiator written by Stephen Kozicki and published by Gower Publishing Company, Limited. This book was released on 1994-01 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, Kozicki persuades the reader that successful negotiation need not be about conflict, and provides a step-by-step process for negotiating success. This revolves around a flexible negotiating style, carefully planned outcomes, and a set of four basic principles to be followed.
Download or read book Start with No written by Jim Camp and published by Crown Currency. This book was released on 2011-12-07 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
Download or read book The Negotiation Book written by Nicole Soames and published by Lid Publishing. This book was released on 2017-09-05 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Negotiation Book will help you develop your emotional intelligence so you can become a highly skilled negotiator in all areas of your life--whether you're negotiating with customers, colleagues, family, or friends. You'll take a journey to becoming a master negotiator, this book equipping you with the tools and techniques to put negotiation theory into practice. Learn how to: Develop a winning mind-set Prepare successfully for any negotiation Recognize and respond to different negotiation situations Deal effectively with gameplay Manage the negotiation conversation Understand how to draw negotiations to a successful close. An inspiring and engaging handbook packed with Nicole Soames' expert advice, practical tools, and exercises, The Negotiation Book will help you master the art of negotiation quickly and effectively.
Download or read book Beyond Reason written by Roger Fisher and published by Penguin. This book was released on 2005-10-06 with total page 332 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.
Download or read book Bargaining for Advantage written by G. Richard Shell and published by . This book was released on 2001 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Black Belt Negotiating written by Michael Soon Lee and published by AMACOM/American Management Association. This book was released on 2007 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book uses the principles of martial arts to guide readers step-by-step, from basic techniques through advanced strategies, all the way to achieving their "black belt" in negotiating. Packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment, the book trains readers in martial arts-based negotiation fundamentals
Download or read book Anybody Can Negotiate Even You written by Michael Geraghty and published by iUniverse. This book was released on 2006-02 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Michael Geraghty is a master storyteller" - IBM Corporation This book is the product of thousands of negotiations all over the world. Negotiation is the "art of friendly persuasion." It is "the ability to sell yourself and your ideas." Study after study reveals that negotiation is one of the top three skills in life and on the job. Great negotiators become key contributors to any company or organization. In this book you will gain a great understanding of the psychology of negotiation. You will develop powerful persuasion skills to ensure your success. Using his extensive business experience, Geraghty shows you how the art of negotiation can be understood as a one act drama with four amazing characters-power, information, time and rapport. The more you understand each of these characters the better the negotiator you will become. In addition, he explains thirty-four tactics used by master persuaders that anybody can use anytime anywhere. Full of amazing stories, practical advice and packed with vivid real world examples, Anybody Can Negotiate - Even You! will assist the ordinary person intimidated by negotiation. Let Geraghty help you wake up the negotiation genius inside you!
