Download or read book Negotiating Knowledge in Early Modern Empires written by L. Kontler and published by Springer. This book was released on 2014-12-17 with total page 423 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume takes a decentered look at early modern empires and rejects the center/periphery divide. With an unconventional geographical set of cases, including the Holy Roman Empire, the Habsburg, Iberian, French and British empires, as well as China, contributors seize the spatial dynamics of the scientific enterprise.

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 Book on Negotiating Real Estate written by J. Scott and published by Biggerpockets Publishing, LLC. This book was released on 2019-03-28 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: With over 1,000 successful real estate deals between them, the authors combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process -- from the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing. Aimed at real estate investors and agents at any level, this book not only covers all aspects of negotiating real estate deals, but also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals, as well as dialogue that will teach you what to say and how to say it, strengthening your ability to close profitable transactions.

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 Negotiating Local Knowledge written by Alan Bicker and published by Pluto Press (UK). This book was released on 2003 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: A timely and up-to-date volume that presents a genuine contribution to the debates over indigenous knowledge.

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 Negotiating Skills In a Day For Dummies written by Michael C. Donaldson and published by John Wiley & Sons. This book was released on 2012-11-05 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get the know-how to successfully negotiate to get what you want—in a day! Negotiation Skills In A Day For Dummies offers expert guidance on executing the essential skills of successfully and diplomatically negotiating for the outcomes you desire. Preparing to negotiate Setting clear goals and limits Improving your listening skills and asking the right questions Communicating clearly Maintaining emotional distance from the negotiation Closing the deal This e-book also links to an online component at dummies.com that extends the topic into step-by-step tutorials and other "beyond the book" content.

Download or read book A Guide to Negotiating Skills written by and published by CRichmond (Project Mgr). This book was released on with total page 46 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Negotiation Basics written by Ralph A. Johnson and published by SAGE. This book was released on 1993 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 Negotiating Skills for Virgins written by Bob Etherington and published by Marshall Cavendish International Asia Pte Ltd. This book was released on 2018-02-15 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: The thought of negotiating, striking a bargain, or god forbid, haggling, strikes fear in the hearts of many. This brilliant instructional guide, packed with anecdotes and advice, is written for all those people who are terrible at negotiating. Based on several years of practical and successful negotiating around the world, the approach adopted by the author in this book will help anyone seal deals on favourable terms. Written in Bob Etherington’s distinctive style (a combination of highly practical advice told in an entertaining fashion), Negotiating Skills for Virgins is all you need to ensure you don’t lose out in your next negotiation 10 reasons you must buy this book and avoid being ground to a pulp! 1. Virgin negotiators demonstrate four common behaviours which contribute to their losing out in negotiations. 2. Successful negotiators, on the other hand, have secret strategies which enable them to win at negotiating. 3. You can project power and authority with your body and voice tone, and stop the other side taking advantage of you. 4. It’s rarely “just the price” – how can you avoid having to discount yours under pressure? 5. You should never sit down for a negotiation without a “letter in your back pocket.” 6. Even inexperienced negotiators can come out on top, as a very recent discovery about the psychological state of brilliant negotiators shows. 7. Giving the other side a big pile of facts about your proposition will actually help them negotiate against you. 8. Giving the other side a false deadline (without ever giving away your real one) will put you in a position of power. 9. Chatty questions are 10 times more persuasive than factual statements. 10. Phrases like “to be honest with you” will undo all your good work and wreck your negotiating strength.

Download or read book Negotiating For Dummies written by Michael C. Donaldson and published by John Wiley & Sons. This book was released on 2011-04-18 with total page 390 pages. Available in PDF, EPUB and Kindle. Book excerpt: People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting the short end of the stick. Negotiating For Dummies offers tips and strategies to help you become a more comfortable and effective negotiator. It shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating For Dummies helps you enter any negotiation with confidence and come out feeling like a winner.

Download or read book The Truth About Negotiations written by Leigh L. Thompson and published by FT Press. This book was released on 2013-06-26 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information. Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You’ll learn how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love. Thompson guides you every step of the way, helping you plan strategy, understand your “best alternative to a negotiated agreement,” make the first offer, control the process (and your emotions), resolve difficult disputes, and achieve the goals that matter most.

Download or read book Learning to Negotiate written by Georg Berkel and published by Cambridge University Press. This book was released on 2020-09-24 with total page 329 pages. Available in PDF, EPUB and Kindle. Book excerpt: Combining practitioner guidance with empirical research, this new textbook teaches negotiation as a skill that can be learned and mastered.

Download or read book Interviewing Counseling and Negotiating written by Robert M. Bastress and published by Aspen Publishers. This book was released on 1990 with total page 580 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Negotiating to Win written by Richard Templar and published by FT Press. This book was released on 2012-05-04 with total page 839 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiate and communicate to get what you want—no matter who’s on the other side of the table! Four great books show you how to negotiate, persuade, influence…get what you want! In How to Get What You Want…Without Having to Ask, best-selling author Richard Templar brings his inimitable blend of originality, imagination, wisdom, and straight talk to the challenges of getting people to say “yes” to you! Templar offers up to 100 clever, simple, pain-free techniques for becoming the kind of person people want to support…helping people say yes…saying just the right thing if you do need to ask! Next, in How to Argue, leading lawyer Jonathan Herring reveals the secrets and subtleties of making your case and winning hearts and minds. Herring covers everything from making your point more crisply to keeping your cool in heated situations. In The Truth About Negotiations, Leigh L. Thompson teaches 53 proven negotiation principles and bite-size, easy-to-use techniques that work. You’ll learn how to prepare within one hour…negotiate with friends, colleagues, and spouses…master the win-win litmus test…become a truly world-class negotiator. Finally, in The Art of Asking: Ask Better Questions, Get Better Answers, Terry J. Fadem reveals the core questions that every manager needs to master...shows how to avoid the mistakes business questioners make most often...identifies ten simple rules for asking every question more effectively. You’ll learn how to ask tough questions and take control of tough situations... use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track! From world-renowned leaders in business negotiation and communication, including Richard Templar, Jonathan Herring, Leigh L. Thompson, and Terry J. Fadem

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 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.