Download or read book Smart Negotiating written by James C. Freund and published by Simon and Schuster. This book was released on 1993-06-08 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: The four vital steps for successful negotiation--explained with wit and clarity by a master negotiator. Using examples from his own broad range of negotiating experiences, Freund presents a "game-plan" approach to negotiating--a technique far more successful than hardball competition or win-win cooperation.

Download or read book Negotiate Smart written by Nicholas Reid Schaffzin and published by Princeton Review. This book was released on 1997 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Have you ever marched boldly onto a used-car lot with your eye on a sleek '95 Integra, only to sputter away with an empty wallet and a dented '82 Chevette? Or maybe you were so eager to accept a job offer that you immediately agreed to a smaller salary than you had hoped for? Perhaps negotiating just makes you squeamish. Well, it's time to face the fact that bargaining is a fundamental part of life. As long as people want more for less, the art of negotiating is something everyone should learn. Negotiate Smart will teach you the useful techniques you need to gain the advantage in life's negotiations. Find out how experts prepare and execute negotiation strategies. You'll learn: -- How to plan a negotiating strategy -- When to play hardball -- When to make concessions -- When to play dumb -- When to let silence speak volumes -- How to gracefully walk away from a deal that simply doesn't work. Whether you're negotiating your benefits package or how much to pay for a house, Negotiate Smart will help you reach solutions agreeable to both sides. And after you've practiced these techniques, you'll be able to deflect them when someone uses them on you! Negotiate Smart is full of fun true stories, bargaining blunders and trivia. Read it before you make your next deal.

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 Smart Negotiating written by John Patrick Dolan and published by Entrepreneur Press. This book was released on 2006-03-16 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: Spans the spectrum of negotiation--from business to personal life Leading negotiation books currently on the market are 15 years old and are out of step with today's faster-paced business world Advises readers how to adapt their strategy to different circumstances at a moment's notice Real-life stories illustrate each key point

Download or read book Get It written by Lacey T. Smith and published by Davies-Black Publishing. This book was released on 2005 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cuts through traditonal, logic-oriented negotiation strategy to uncover the street-smart basic: emotions drive decision making and can be harnessed for successful negotiation.

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 Smart Skills Negotiation written by Anthony Jacks and published by Legend Press. This book was released on 2018-02-28 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt: Book 1 of the Smart Skills series: practical guides to mastering vital business skills and techniques. Using proven strategies from business experts, these essential smart skills can empower anyone with the tools to get ahead.Become a master negotiator with just 7 key stepsNegotiating is a part of everyday life, but in business it’s absolutely critical to your success. In the current challenging work and business environment, never has the skill of negotiation been more important, both with new clients and existing ones. Whether you are negotiating a one-off deal or managing a long-term project, securing the appropriate and best deal is paramount in any workplace... business success or failure can depend on it.This book will provide you with all you need to know, including insight into processes such as: •Preparing a strategy with multiple options •How to deal with pressure, tricks and tensions •Maximise return on investment (ROI) You will also be given an in-depth look at the vital after-negotiation period where skilled negotiation is required to resolve emerging problems as a deal is executed or a service provided.ContentsForewordIntroduction: Getting the best dealChapter 1. Negotiation: Getting to grips with the core approachesChapter 2. Preparation: The route to achieving successChapter 3. Trading: Achieving successful balanceChapter 4. Making It Work: Good tactics, bad tactics and downright ploysChapter 5. The Interpersonal Dimension: The behavioural interactionsChapter 6. The Fine Print: The contractual elements of a dealChapter 7. Focusing on the Key Issues: Attention to detail

Download or read book The Intelligent Negotiator written by Charles Craver and published by Currency. This book was released on 2010-04-07 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Nearly every professional interaction you have during your career will involve a negotiation of some sort. Whether you're closing a million-dollar deal with a client, bargaining over your own terms of employment, or delegating duties among your coworkers, the key to successful negotiation is possessing intelligence. But intelligence doesn't mean just having smarts. It means knowing your opponents inside and out: how they respond under stress, what tricks they try to pull to catch you off guard, and how to negotiate a fair deal that makes both sides happy. It means knowing what they will ask for before they ask, what they are willing to give before they give, and where they will draw the line before they walk away from the table. The Intelligent Negotiator is your complete and practical guide to understanding and mastering effective negotiating skills. Author and negotiation expert Charles Craver goes beyond the basic principles of negotiation and gets down to the nitty-gritty steps of the process, including what kinds of clothes to wear to help you succeed, where to sit in a room during an important negotiation, what questions to ask, how to listen and watch effectively, how to present your offers, and, most importantly, when to give and when to take. Mr. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years. In this easy-to-use book, he reveals his never-fail techniques that will give you the confidence and persuasiveness of a seasoned pro. You'll discover how to: ·Identify the different types of negotiating techniques, when to use each one, and how to counter them ·Close a deal properly to avoid last-minute demands ·Walk away from a deal without losing your cool ·Prepare for the unexpected, master the mental game, and avoid psychological entrapment ·Understand the different stages of the negotiation process and what to do in each ·And much, much more Packed with interactive exercises, insightful anecdotes from the author's own career, and invaluable lessons on building a personal negotiating style, this is your complete guide to bargaining and deal-making the right way—with intelligence.

Download or read book Smart Savvy written by Andrea Kupfer Schneider and published by . This book was released on 2017-10-13 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: The authors had each spent years working on career development and mentoring in their specific fields and then, over a decade ago, joined forces to offer negotiation training for those in the health sciences. David Kupfer, as chair of the world-renowned University of Pittsburgh Department of Psychiatry, had worked with younger scientists for years. The questions these scientists asked were often about their scientific hypotheses, how best to frame their research questions, how to understand the outcomes of their studies, and how best to present those outcomes, both in person and in writing. However, just as often their questions involved career concerns. What should a young female resident do about timing her next pregnancy when she feels the biological clock ticking but wants to take on a particularly demanding set of rotations because they seem essential to her career goals? How should a young faculty member who has just received his first research grant begin to gracefully establish his independence from the chief of his laboratory, who still sees him as someone to boss around? When Andrea Kupfer Schneider, a Harvard-trained negotiation professor for over 20 years, started helping her father with these conversations, they both noticed a startling gap: unlike their business and law school peers, academics generally receive no training in negotiation skills. This made no sense to Kupfer and Schneider: studies show that young scientists often fall off their career paths because they weren't satisfied- but that the lack of satisfaction generally is less about science than it is about interpersonal challenges and workplace communication. The negotiation trainings they devised resulted in participants feeling more confident in asking for what they need to be successful. Even when they don't get what they need, they say, now they can step back, analyze what happened, diagnose the situation, and strategize about how to improve for the next negotiation. In short, knowing more about negotiation has given them confidence that their skills can improve over time. As they completed their studies and negotiated in their workplaces, graduates of these early trainings asked for more advanced training, and the authors have been busy with tutorials, trainings, and lectures in medical schools and other university venues. Over what is now more than a decade of helping academics and scientists learn about negotiation, the authors have received many requests for a book that presents a framework for mastering negotiation skills and provides a pathway to improving such skills over time through practice and experience. The authors initially thought of writing a book for early career academics in medicine, but after much discussion-with colleagues, with former students, and others-they shifted to creating something more broadly applicable to different contexts and different life stages. They recognize that no one book can be all things to all people, but aim to address a wide audience of professionals at varying stages in their careers. They hope that in reading this book you will learn about negotiation styles and effectiveness, increase your self-understanding through the assessment tools in the appendices, think about how you would handle the challenges posed in the scenarios, and, most important, start to practice your negotiation skills. Becoming an effective negotiator is a journey, and they look forward to hearing about yours.

Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2007-09-25 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 Getting More Of What You Want written by Margaret A. Neale and published by Profile Books. This book was released on 2015-07-02 with total page 375 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.

Download or read book Negotiating 101 written by Peter J. Sander and published by Simon and Schuster. This book was released on 2017-06-06 with total page 300 pages. Available in PDF, EPUB and Kindle. Book excerpt: A quick-and-easy guide to core business and career concepts—no MBA required! The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses. In today’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep. From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today’s complex business world, packed with hundreds of entertaining tidbits and concepts that can’t be found anywhere else. So whether you’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.

Download or read book Negotiate Without Fear written by Victoria Medvec and published by John Wiley & Sons. This book was released on 2021-07-14 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.

Download or read book HBR s 10 Must Reads on Negotiation with bonus article 15 Rules for Negotiating a Job Offer by Deepak Malhotra written by Harvard Business Review and published by Harvard Business Press. This book was released on 2019-04-30 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.

Download or read book Negotiate to Close written by Gary Karrass and published by Simon and Schuster. This book was released on 1987-09-15 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Karrass teaches that the salesperson or business executive is in a stronger position than he or she may have thought and highlights the specific skills and techniques that lead to more closings and better profits. ". . . a gold mine of valuable negotiation strategy".--Chicago Tribune.

Download or read book Your Guide To Enhance Negotiation Skills written by Salvatore Charbonnel and published by . This book was released on 2021-05-27 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Think of all the times in your business week you negotiate: with new hires and existing employees; with sales prospects and long-term clients; with vendors and suppliers. If you're a business owner or leader, you need to know how to negotiate. This is non-negotiable. Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. This is a conversational and engaging book that gives you tools to immediately improve your negotiation skills- in all areas! It will teach you how to overcome excuses associated with negotiation and how to overcome your fear. You will learn the proven formula of the Three R's - You will learn how to be: -Ready -Relatable -Reasonable It will teach you to "Make the Ask." You'll develop confidence, learn how to defend your position, when to anticipate push back and how to complete your negotiation strategically and efficiently. You'll be able to confidently adopt the "Don't Ask, Don't Get" philosophy.

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!