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 Negoziazione Win Win written by Silviu Vasile and published by Silviu Vasile. This book was released on with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: Le abilità di negoziazione riguardano due cose: l'influenza, e questa è la qualità di leadership che hai, e il potere di persuasione e di raggiungere un accordo. Queste due qualità possono essere praticate quotidianamente perché il processo di negoziazione non si ferma mai. Si vorrà sempre qualcosa che non si ha e per ottenere il servizio o il prodotto desiderato ci si dovrà rivolgere alla persona o alle persone che ce l'hanno. La contrattazione, come ho detto, è il modo per soddisfare un interesse. È, senza dubbio, una forma di comunicazione e persuasione, ed è per questo che abbiamo introdotto sia la persuasione che la comunicazione nella Cultura del Valore. Si tratta di informazioni che, se passate attraverso di esse, sarete in grado di riuscire meglio nella vostra ricerca per ottenere ciò che volete. La negoziazione è un'abilità che si può imparare facilmente. Ti aiuta a far fronte a certe circostanze. Puoi usare le tecniche di negoziazione nelle vendite, negli acquisti, nei contratti. La cosa più importante è che un negoziatore impari a prepararsi. Dipende da quanto si vuole ottenere ciò che si vuole alla fine. Più si vuole, meglio ci si prepara alla trattativa e si mostra durante il processo di negoziazione che non si è così interessati al risultato finale. Un buon negoziatore sa come pianificare tutto in modo efficiente e bene. Tutto quello che devi fare è dare valore alle tue idee e credere di essere prezioso. Negoziare non è una battaglia, non per oggi o domani ma per tutta la vita. Posso solo sfidarvi a leggere questo libro così come gli altri di Value Culture e vi auguro di avere successo!

Download or read book Percorsi di Vendita Volume 2 3 written by Renato Martini and published by Lulu.com. This book was released on 2012-03-18 with total page 491 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Percorsi di vendita" è un'opera che espone un complesso di analisi, proposte e discussioni che delineano un quadro d'insieme delle problematiche e delle tecniche di vendita nelle operazioni commerciali tra aziende (il cosiddetto business-to-business). L'opera è disponibile nell'edizione ebook in PDF, che è scaricabile gratuitamente, e in un'edizione stampata a pagamento in 3 volumi, acquistabili singolarmente, a prezzi che coprono i soli costi di stampa e distribuzione. Il Volume 1 include i primi 3 capitoli che trattano di "Premesse", "Piano di marketing" e "Piano di vendita di esercizio", il Volume 2 è dedicato al capitolo 4° che tratta di "Esecuzione del piano di vendita di esercizio via vendita diretta" e il Volume 3 include gli ultimi 3 capitoli che trattano di "Esecuzione del piano di vendita di esercizio via canali indiretti e canale ibrido", "Condizioni al contorno" e "Considerazioni conclusive". (v1.2)

Download or read book Strategic Corporate Negotiations written by Andrea Caputo and published by Springer. This book was released on 2019-04-02 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: Exploring the concept of win-win agreements, this book analyses how they pose an important challenge for entrepreneurs, managers and advisors involved in complex negotiations among firms. Providing an overview and discussion of existing literature, the author further develops a theoretical framework for analysing corporate negotiations, and illustrates how this can be implemented in real-life situations. This book presents an empirical case study from the automotive industry and analyses the negotiation between Fiat Chrysler in 2009, offering practical strategies for those involved in corporate negotiations. Presenting how win-win agreements can improve competitive advantage, this book will be an invaluable read for practitioners and scholars alike.

Download or read book 3 D Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.

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 A Mindful Divorce written by Armando Cecatiello and published by IL CASTELLO SRL. This book was released on 2018-10-03 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: The end of a relationship is always a difficult moment that inevitably brings suffering to the former partners, children and all the people close to the couple in crisis. If we add resentment, desire for revenge and anger, the mix can become explosive and make life impossible for everyone. If we view crisis and divorce as a possibility to begin a new life, we can solve the problems in a different and constructive manner, and often even make life better. This book is meant for married or unmarried couples involved in a family crisis and who seek a successful method to find shared and lasting solutions to their problems, considering the interests of all parties involved. It is also geared for professionals wanting a full picture of the Collaborative Process: lawyers, psychologists, social workers and all those who deal with conflict in general and family crisis in particular. They will find in Collaborative Process an innovative, non-judicial method to solve a conflict. There is no battle to win: true victory is finding shared solutions together that benefit all, children included. Armando Cecatiello, Divorce Lawyer, Mediator and Writer, has handled divorce cases both in the courtroom and outside of the judicial system for over 20 years. Specialized in Collaborative Process as well as a trainer in this innovative method, he has vast experience in all matters of family law where he employs a conscious and sustainable approach.

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 Internationalizing Firms written by Adriana Calvelli and published by Springer. This book was released on 2018-10-11 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book explores emerging trends in internationalization, analyzing the processes and steps that firms take when entering new markets. This timely contribution highlights the need for a deeper understanding of today’s internationalization process, critiquing existing literature and instead proposing a new paradigm based on a re-interpretation of the Resource-based View (RBV). Analysing the motives behind internationalizing, the factors affecting entry choices, and the challenges connected to outsourcing and offshoring, the authors present a new framework for understanding the reasons behind internationalization and the financial risks that are involved. With theoretical discussion and empirical case studies, this book seeks to offer an informed insight into internationalizing, making it an invaluable read for those researching entrepreneurship on a global scale, as well as managers and leaders of international firms.

Download or read book Secrets of Power Negotiating written by Roger Dawson and published by . This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Rev. ed. of: Secrets of power negotiating: inside secrets from a master negotiator. 2nd ed. 2001.

Download or read book The Peacemaker s Code written by Deepak Malhotra and published by . This book was released on 2021-02-24 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Efficiency of Racetrack Betting Markets written by Donald B. Hausch and published by World Scientific. This book was released on 2008 with total page 679 pages. Available in PDF, EPUB and Kindle. Book excerpt: A reprint of one of the classic volumes on racetrack efficiency, this book is the only one in its field that deals with the racetrack betting market in-depth, containing all the important historical papers on racetrack efficiency. As evidenced by the collection of articles, the understanding of racetrack betting is clearly drawn from, and has correspondingly returned something to, all the fields of psychology, economics, finance, statistics, mathematics and management science.

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 189 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 Secrets of Power Negotiating written by Roger Dawson and published by . This book was released on 2012 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--Looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also. This third edition has been completely revised and updated to reflect the changing dynamics of business today. New and expanded sections include: Twenty sure-fire negotiating gambits. How to negotiate over the telephone, by e-mail, and via instant messaging. How to read body language. Listening to hidden meanings in conversation. Dealing with people from other cultures. How to become an expert mediator. Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice, from beginning steps to critical final moves: how to recognize unethical tactics, key principles of the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles. "Roger Dawson knows negotiating. These tips will provide even the most timid negotiator with the tools to get the salary he or she deserves."--Ron Fry, author of 101 Great Answers to the Toughest Interview Questions . Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion.

Download or read book Performance Appraisal in Modern Employment Relations written by Tindara Addabbo and published by Springer Nature. This book was released on 2019-12-10 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contributing to the debate on work performance evaluation in a time of technological transformation, this book explores the impact of digitisation on production and organisation models, as well as on the rights and interests of the stakeholders involved. As organisations down-size, merge with other companies and become decentralised, the boundaries in employer-employee-customer relationships are blurred and new models for the organisation and assessment of work performance have emerged. With these new models, innovative regulatory approaches are sorely needed. Taking an interdisciplinary approach and drawing on theoretical concepts from organisation studies, human resource management, sociology and labour economics, this all-encompassing collection is not only essential reading for academics and students, but also for policy-makers and employers who are looking for innovative and practical solutions to the challenges of modern employment relations.

Download or read book Blockchain Capabilities Economic Viability and the Socio Technical Environment written by Nils Braun-Dubler and published by vdf Hochschulverlag AG. This book was released on 2020-06-16 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: Blockchain is widely considered a new key technology. The Foundation for Technology Assessment (TA-SWISS) has proposed a comprehensive assessment of blockchain technologies. With this publication, TA-SWISS provides the much-needed social contextualisation of blockchain. The first, more technical part of the study takes an in-depth look at how blockchain functions and examines the economic potential of this technology. By analysing multiple real-world applications, the study sheds light on where the blockchain has advantages over traditional applications and where existing technologies continue to be the better solution. The second part of the study examines how blockchain became mainstream. It explores the origins of blockchain in the early history of information technology and computer networks. The study also reveals the impact blockchain has on industrial and public spaces. Finally, it discusses the social implications and challenges of blockchain against the background of a new socio-technical environment.

Download or read book Charity and State in Late Renaissance Italy written by Carol Bresnahan Menning and published by Cornell University Press. This book was released on 2019-06-30 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on extensive archival evidence, Carol Bresnahan Menning examines the remarkable evolution of the Florentine monte from a small charitable pawnshop to a flourishing savings organization and a powerful instrument of patronage and state finance.