Download or read book Negotiating Essentials written by Michael R. Carrell and published by Pearson. This book was released on 2008 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.

Download or read book Negotiating Essentials Theory Skills and Practices written by Carrell and published by Pearson Education India. This book was released on 2008 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Negotiation Essentials for Lawyers written by Andrea Kupfer Schneider and published by American Bar Association. This book was released on 2019 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This practical, easy-to-use guide is designed to help you figure out quickly what went wrong in yesterday's meetings, and how to fix it in tomorrow's follow-up. Each chapter starts with a brief introduction, followed by a standard section, Why This Concept Might Change Your Thinking. There, the author explains succinctly why their body of work might be useful specifically for lawyers. After that, each chapter has a section called Action Plan--What You Can Do Differently Tomorrow in which each author outlines specific steps you can take in your next negotiation. No other book comes close to this level of help for a lawyer facing a typical or even downright strange negotiating problem. This guide contains everything you need to know about negotiating in one compact volume.

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 Essentials of Negotiation written by Roy J. Lewicki and published by . This book was released on 2020 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Essentials of Contract Negotiation written by Stefanie Jung and published by Springer. This book was released on 2019-06-14 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

Download or read book Negotiating at Home written by Terri R. Kurtzberg and published by Bloomsbury Publishing USA. This book was released on 2020-06-08 with total page 179 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why do parents who can pull off multi-million dollar deals at work then go home and stumble with their kids? Parents spend an awful lot of time negotiating with their kids—over everyday requests, rules and policies, and big decisions, and often end up derailed and frustrated. In Negotiating at Home, Kurtzberg and Kern offer parents a chance to look more closely at what they already do well (and why) and what can be done better. Grounded in decades of research on how to negotiate effectively, parents will learn about how to plan, recognize specific tactics, communicate and work in partnerships with other family members, address fairness, and handle conflict.

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 I Win You Win written by Carl Lyons and published by Bloomsbury Publishing. This book was released on 2009-01-01 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is an essential skill in all areas of life. It is a series of manoeuvres that we move through in order to get the best possible deal for ourselves, our company or organisation. How far we will go to achieve our goals is where the rub lies. Ideally, negotiations should be a 'win-win' experience. Full of useful exercises, case studies and accessible advice, this book will help readers achieve their goals by showing them how to: prepare effectively build rapport communicate openly enhance trust in their business I Win, You Win is a thought-provoking, inspirational and eminently practical aid to getting what you want without compromising your professional integrity.

Download or read book Negotiation Basics written by Ralph A. Johnson and published by SAGE Publications. This book was released on 1992-12-18 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: It is a very practical book aiming to describe various ways of negotiating. . . . The author′s use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area. --Counselling at Work "Although the book′s format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Download or read book Negotiation Essentials The Tools You Need to Find Common Ground and Walk Away a Winner written by Keld Jensen and published by McGraw Hill Professional. This book was released on 2023-11-14 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Actionable, easy-to-understand negotiating strategies you can use to dramatically improve your business, career, and personal life Negotiations can be a perplexing and often-intimidating endeavor. Are there aspects about the process that are hiding beneath the surface, unknown to even experienced negotiators? Or insider tools that would change your game considerably? The answer is yes—and they’re all revealed in this practical guide from a world-renowned negotiation expert. Negotiation Essentials demystifies this all-important subject, helping you break the process down into easily digestible parts. It covers the most important negotiating concepts, including the critical differences among great, good, and bad negotiators; choosing when, where, and how to negotiate; the art of saying no; understanding body language; how emotions, stress, and personal chemistry affect decision making; and behavioral patterns of the most successful negotiators. Negotiation Essentials is organized into three thematic sections: PART I: THE ESSENTIALS explains how to identify a negotiation, how to know who is winning, the important role preparation plays, creating a winning negotiating strategy, and more. PART II: THE ESSENTIALS APPLIED starts with an assessment to see which areas of negotiation you need to focus on, then teaches the 10 phrases in a successful negotiation, 5 different negotiation styles and how to use them, and so much more. PART III: BEYOND THE ESSENTIALS, dives into negotiating across cultures, the roles that emotions, stress, personal chemistry, and trust play in negotiations, the difference between face-to-face and online negotiations, and secrets of the award-winning Negotiation Economics philosophy—opening the possibility of achieving up to 42% unrealized value. Filled with essential takeaways wrapping up each chapter, assessments, illustrations, color illustrations, and clear action steps, Negotiation Essentials concludes with a Negotiating Essentials Toolkit, which includes the professional negotiators pre- and post-negotiation checklists. Whether you’re discussing a possible promotion with a supervisor, speaking to a potential high-dollar client, or engaging in a merger and acquisition process, knowing how to plan and conduct a successful negotiation is what will spell the difference between success and failure.

Download or read book Harvard Business Essentials Guide To Negotiation written by Harvard Business Essentials and published by Harvard Business Press. This book was released on 2003-07 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include: Preparing the necessary information before a negotiation Managing multiparty negotiations Assessing the position of the opposing side Determining your sources of power and authority in a negotiation Recognizing the barriers to agreement and how to overcome them Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of Right From the Start: Taking Charge in a New Leadership Role (HBS Press, 1999) and the author of Taking Charge in Your New Leadership Role: A Workbook (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. Harvard Business Essentials The Reliable Source for Busy Managers The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.

Download or read book Essentials for Government Contract Negotiators written by Legette McIntyre and published by Berrett-Koehler Publishers. This book was released on 2006-07 with total page 393 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for Government Contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart. With this book you will learn to: • Select and apply negotiation skills in a government-unique environment to achieve a true-best value result • Develop a negotiation plan, including your BATNA • Recognize less-than-ethical tactics and be prepared to counter them • Properly conclude and document the negotiation • Use acquisition histories to gather appropriate data • Manage challenges Facilitate better negotiation outcomes

Download or read book DK Essential Managers Negotiating written by DK and published by Penguin. This book was released on 2015-05-05 with total page 98 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical guide to negotiating which will give you the information and skills to succeed. Find out how to improve your negotiating skills by defining your style, preparing properly, and designing your meeting structure. You'll learn to build relationships, develop trust, and negotiate fairly. This book includes tips, dos and don'ts, and "In Focus" features on what to do in a particular situation, plus real-life case studies that demonstrate how to manage an impasse, persuade others, and close the deal. Read it cover-to-cover, or dip in and out of topics for quick reference. Handy tips in eBook format--take it wherever your work takes you.

Download or read book Essentials of Negotiation written by Roy J. Lewicki and published by McGraw-Hill Higher Education. This book was released on 2021 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation. Many faculty requested such a book for use in shorter academic course, executive education programs, or as a companion to other resource materials. It is suitable for courses in negotiation, labor relations, conflict management, human resource management, and the like"--

Download or read book The Negotiation Book written by Steve Gates and published by John Wiley & Sons. This book was released on 2015-12-02 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 Negotiating 101 written by Peter Sander and published by Simon and Schuster. This book was released on 2017-06-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Deskripsi 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: From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating by Peter Sander 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. Tentang Penulis Peter Sander is an author, researcher, and consultant in the fields of business, location reference, and personal finance. He has written more than forty books, including Value Investing for Dummies, Personal Finance for Entrepreneurs, and 101 Things Everyone Should Know About Economics. The author of numerous articles dealing with investment strategies, he is also the coauthor of the top-selling the 100 Best Stocks series.