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 Learn The Skill Of Exploring In A Negotiation written by Jim Anderson and published by Createspace Independent Publishing Platform. This book was released on 2013-12-14 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you start a negotiation, there is a great deal that you don't know. No matter how much homework and research that you've done in order to better understand the other side of the table and their position, there will always be things that you don't know. What You'll Find Inside: GOT TO KEEP 'EM SEPARATED - ROLES IN NEGOTIATING YOU WANT A BARGAIN? LEARN HOW OTHER CULTURES BARTER FUNNY MONEY AIN'T SO FUNNY WHEN IT'S YOUR MONEY TESTING THE WATERS: DOES THE OTHER SIDE REALLY MEAN THAT? This means that there will be a great deal that you will have to learn while the negotiation is going on. In order for this to happen, you are going to have to master the skill of exploring what is possible during the negotiation. Your goal during the negotiation has to be to use your exploring skills to seek understanding and possibility. You'll never know what the other side is going to be willing to agree to until you ask them. A key part of developing your negotiating exploring skills is to understand the different roles in every negotiation. Who has what roles may be influenced by the different cultures that are involved in your negotiations. If you don't take the time to fully explore what is possible in your negotiation, then you may not be able to reach a deal with the other side. All too often in today's business environment we read about major deals falling apart. We need to study these events and understand why they happened and how we can avoid a similar fate. There are vast arrays of negotiating tools that are available to you in order to assist you with your exploring. With exotic sounding names such as the "krunch" tactic, "nibbling", and even the "reverse auction" each of these exploring tools is available for you to use in order to get the best deal possible. This book has been written to provide you with a complete overview of what the negotiating skill of exploring is. We'll be taking a look at the benefits of exploring, the tactics used, and what kind of results you can expect. Read the book and you'll become a more skilled negotiator! For more information on what it takes to be a great negotiator, check out my blog, The Accidental Negotiator, at: www.TheAccidentalNegotiator.com
Download or read book Exploring How to Get the Deal That You Want in a Negotiation written by Jim Anderson and published by Createspace Independent Publishing Platform. This book was released on 2016-11-27 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt: When we enter into a negotiation, we simply don't know everything that we need to know. What this means for us is that we've got to use the negotiation to do some exploring - we've got to get answers to the questions that are unanswered when we start. What You'll Find Inside: GIVING TO GET: HOW A SALES NEGOTIATOR MAKES CONCESSIONS 3 THINGS EVERY SALES NEGOTIATOR NEEDS TO KNOW HIDDEN NEEDS DRIVE SALES NEGOTIATIONS HOW TO WIN A RACE WHEN YOU'RE NOT THE FASTEST RUNNER In order to accomplish this we're going to have to make sure that we have the time that we need to think about what the other side is telling us. When they hit us with a lot of facts and stats to back up their position, we need to take the time to understand where all of these numbers came from. In order to get the deal that we want, we're going to have to give in on some of the issues that are being discussed. What issues we make concessions on and how we go about making those concessions is very important. Done correctly, we'll get closer to the deal that we want. In order to get better at this negotiating thing, we need to understand how to use all of the tools that are available to us. This includes the telephone. Additionally, it sure would be nice if we could get some professional negotiators to share with us how they have become so successful. One of the things that we need to be aware of during a negotiation is that we can't always trust what the other side is telling us. We need to learn to not believe the other side. This also means that we should get some guidance from someone who has done all of this before. Although it's not a word that a lot of us use very often, haggling is a critical part of any negotiation. We need to learn what it is and how to do it. The more that you talk with the other side, the better your chances of learning what their hidden needs are. A negotiation can take some time to complete. This means that as negotiators we need to learn how to be persistent in order to get what we want. We may not have the best product, the best price, or be the most competitive but we can still walk away with the deal that we want.
Download or read book Successful Negotiation Skills written by Paul J Spencer and published by Lulu.com. This book was released on 2013-08-07 with total page 77 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book has been designed to provide you with the core skills that an artful negotiator uses to create true win-win negotiations. The principles are the same whether it is a child negotiating for extra pocket money to go to the cinema and the bowling alley, a customer negotiating the best deal for a car or a hostage negotiator saving peoples lives. The skills you will learn in this book can be used immediately and you will see amazing results in your negotiations but the best way to master the art of negotiation is to book on one of our negotiation skills courses where you will practise many types of negotiations and become artful in the skill.
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 ART OF NEGOTIATION written by and published by Anthony Daccache. This book was released on with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the dynamic and interconnected world we live in, negotiation has become an essential skill for achieving success in various aspects of life. Whether you're a business professional, a diplomat, a lawyer, or even an everyday individual navigating personal relationships, the ability to negotiate effectively can significantly impact your outcomes. In "Mastering the Art of Negotiation: Strategies for Success," acclaimed negotiation expert and author delve into the fascinating realm of negotiation, providing readers with invaluable insights and practical techniques to enhance their negotiation skills and achieve optimal results. Drawing from extensive research, real-world case studies, and personal experiences, this book offers a comprehensive guide that covers all facets of negotiation, from preparation to execution. Readers will learn how to: Understand the fundamentals of negotiation: Explore the underlying principles and theories that form the foundation of successful negotiation. Gain an understanding of the various negotiation styles and approaches and learn how to adapt them to different scenarios. Prepare strategically: Discover the importance of thorough preparation and learn how to analyze the interests, needs, and motivations of all parties involved. Develop effective strategies to set objectives, identify potential barriers, and craft compelling arguments. Build rapport and communicate effectively: Master the art of active listening, empathy, and non-verbal communication to establish trust and foster positive relationships with counterparts. Learn how to articulate your ideas persuasively and negotiate collaboratively. Overcome challenges and resolve conflicts: Explore techniques for managing conflicts, handling difficult personalities, and finding creative solutions that satisfy the interests of all parties. Gain insights into managing emotions and maintaining composure during high-stakes negotiations. Negotiate in different contexts: Explore the unique challenges and considerations in negotiating across various domains, including business, legal, international diplomacy, and personal relationships. Discover strategies for negotiating deals, resolving disputes, and managing complex negotiations. Close deals and achieve win-win outcomes: Learn effective closing techniques and how to secure agreements that maximize value for all parties involved. Understand the importance of building long-term relationships and maintaining integrity throughout the negotiation process.
Download or read book Negotiation Skills in 7 simple steps written by Clare Dignall and published by HarperCollins UK. This book was released on 2014-05-08 with total page 97 pages. Available in PDF, EPUB and Kindle. Book excerpt: 7 simple steps to flawless negotiations
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 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 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 Negotiation Skills Training written by Lisa J. Downs and published by American Society for Training and Development. This book was released on 2009-04-01 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: Quickly create half-day, full-day, and multi-day workshops on improving negotiation skills with this guide designed to guide facilitators in helping learners recognize strengths and weaknesses. The accompanying CD-ROM contains companion materials of ready-to-use presentations, tools, and assessments.
Download or read book Negotiate written by Quinton Joser and published by Freegulls Publishing House. This book was released on 2024-01-26 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is much more than just closing deals. It is a subtle interplay of communication, strategy and insight into human dynamics. This book is designed to guide you through the essential fundamentals of negotiation, whether you are an experienced business person looking for new insights, or someone just starting out looking for a solid foundation. We will discover how preparation is the key to success in any negotiation situation. Understanding your own goals and boundaries, as well as those of others, will enable you to negotiate with confidence and determination. We will explore the art of listening, the ability to express yourself clearly and respectfully and the importance of empathy in understanding the interests of all parties involved. In these pages we will delve deeper into how negotiation is not just about winning the deal, but also about building lasting relationships. It's about creating win-win situations where all parties can thrive. You will learn to deal with challenges, unexpected twists and emotional moments, and how to overcome these obstacles without losing sight of the bigger picture. Negotiation is a journey of growth, both business and personal. The skills you will learn here will not only help you be more successful in business transactions, but will also improve your communication skills, increase your resilience and enable you to better deal with the complexities of human interactions.
Download or read book HBR Guide to Emotional Intelligence HBR Guide Series written by Harvard Business Review and published by Harvard Business Press. This book was released on 2017-06-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managing the human side of work Research by Daniel Goleman, a psychologist and coauthor of Primal Leadership, has shown that emotional intelligence is a more powerful determinant of good leadership than technical competence, IQ, or vision. Influencing those around us and supporting our own well-being requires us to be self-aware, know when and how to regulate our emotional reactions, and understand the emotional responses of those around us. No wonder emotional intelligence has become one of the crucial criteria in hiring and promotion. But luckily it’s not just an innate trait: Emotional intelligence is composed of skills that all of us can learn and improve on. In this guide, you’ll learn how to: Determine your emotional intelligence strengths and weaknesses Understand and manage your emotional reactions Deal with difficult people Make smarter decisions Bounce back from tough times Help your team develop emotional intelligence Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.
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 Cheetah Negotiations written by Michelle LaBrosse and published by MAKLAF Press. This book was released on 2005-03 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Negotiating and Influencing Skills written by Brad McRae and published by SAGE Publications. This book was released on 1997-10-15 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiating and Influencing Skills provides the tools needed to negotiate effectively in order to obtain the best result--whether you are working on securing a contract, obtaining consensus on a goal, building commitment among your employees or classmates, coaching for employee development, or dealing with family and friends. Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Difficult people and difficult situations provide us with one of the best sources of information on what we need to do differently in order to negotiate more effectively. The book examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Learning effective negotiating and influencing skills is a lifelong process. Reading this book is only the beginning point in that process. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book. Anyone who negotiates on a regular basis and is desirous of improving his or her negotiating and influencing skills, whether that be in the work setting or in their personal lives, 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 The Incredible Guide to Becoming A Great Negotiator Boost Confidence Learn New Strategies Skills written by Stephen Berkley and published by Abbott Properties. This book was released on 2021-09-10 with total page 34 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is an remarkable technique which helps in different fields of life. It helps finalizing a good business deal, conferences, discussions, and formulating treaties.Good negotiation significantly contribute towards success of business as it helps you get a better relationship with your clients and delivering long lasting solutions.It satisfies both parties and avoid future conflicts. It is actually a good alternative to arguing and also helps in daily lives. This guide is a step by step process to learn good negotiating skills.This guide will teach you:- Tips to become a good negotiator - Fundamentals of negotiating - Why negotiation is important- Sound pro in a negotiation- Mental scenarios- Emergency responses- Tactics and styles- When to stay quiet - Walking away from lower offer- Building affinity- Listening attentively- What are good questions- & much more!!!If you want to learn negotiating skills then this guide is for you.--> Scroll to the top of the page and click add to cart to purchase instantly
