Download or read book The Art and Science of Negotiation written by Howard Raiffa and published by Harvard University Press. This book was released on 1982 with total page 390 pages. Available in PDF, EPUB and Kindle. Book excerpt: "How to resolve conflicts and get the best out of bargaining." -- T.p. cover.
Download or read book One Step Ahead written by David Sally and published by St. Martin's Press. This book was released on 2020-05-05 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: There’s been a revolution in negotiating tactics. The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace. One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life—One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages. Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead—no matter whom you are facing across the table.
Download or read book Negotiation Analysis written by Howard Raiffa and published by Harvard University Press. This book was released on 2007-03-31 with total page 567 pages. Available in PDF, EPUB and Kindle. Book excerpt: This masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach—building from simple hypothetical examples—the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
Download or read book The Art of Negotiation written by Michael Wheeler and published by Simon and Schuster. This book was released on 2013-10-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.
Download or read book The Art And Science Of Real Estate Negotiation written by Gabrielle Dahms and published by Booksmart Press LLC. This book was released on 2020-12-05 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Sky’s the Limit! The Art and Science of Real Estate Negotiation addresses a practice that is indispensable to real estate success: negotiation. Negotiation principles and fundamentals affect real estate buyers', sellers', and investors' results. Read this book and be(come) a powerful real estate investor who nets results and dollars. You may also find that your everyday communications improve. The Art and Science of Real Estate Negotiation is the third volume in The Real Estate Investor Manuals. It draws upon the author’s knowledge base and her 20-year experience as a real estate professional and a real estate investor. So why not hone your skills with knowledge and experience captured in this book written by an industry veteran? Topics include: Real estate-specific negotiating. Negotiation principles. The real estate negotiation process. How to establish rapport. Discerning the other party’s motivation. Solve problems. Get results. Negotiation strategies and tactics. Avoiding negotiation traps and pitfalls. And much, much more... Whether you want to be a better negotiator, close more real estate deals, or increase your bottom line, this book is for you! Read it now!
Download or read book One Step Ahead written by David Sally and published by Simon and Schuster. This book was released on 2020-08-06 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The world's best negotiators have moved beyond the conventional wisdom by utilising cutting-edge studies and real-world results. It's time you did too. For over twenty years, David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, using insights from social psychology and game theory, he delivers the proven, clear, actionable advice you need to stay one step ahead. By studying great examples, from Machiavelli to Wall Street, Xi Jinping and Barack Obama, he explores how the game’s masters navigate the field strategically, craftily, even emotionally. The best know every negotiation is different and that your tactics are, in part, determined by your opponent. One Step Ahead will make sure that you have what it takes to come out on top, no matter who you are facing across the table.
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 Kissinger the Negotiator written by James K. Sebenius and published by HarperCollins. This book was released on 2018-05-08 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time. Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons. James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law. Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.
Download or read book Quantum Negotiation written by Karen S. Walch and published by John Wiley & Sons. This book was released on 2017-11-20 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.
Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Download or read book Winning Together written by Bruno Verdini Trejo and published by MIT Press. This book was released on 2017-12-15 with total page 331 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategies for transboundary natural resource management; winner of Harvard Law School's Raiffa Award for best research of the year in negotiation and conflict resolution. Transboundary natural resource negotiations, often conducted in an atmosphere of entrenched mistrust, confrontation, and deadlock, can go on for decades. In this book, Bruno Verdini outlines an approach by which government, private sector, and nongovernmental stakeholders can overcome grievances, break the status quo, trade across differences, and create mutual gains in high-stakes water, energy, and environmental negotiations. Verdini examines two landmark negotiations between the United States and Mexico. The two cases—one involving conflict over shared hydrocarbon reservoirs in the Gulf of Mexico and the other involving disputes over the shared waters of the Colorado River—resulted in groundbreaking agreements in 2012, after decades of deadlock. Drawing on his extensive interviews with more than seventy high-ranking negotiators in the United States and Mexico—from presidents and ambassadors to general managers, technical experts, and nongovernmental advocates—Verdini offers detailed accounts from multiple points of view, on both sides of the border. He unpacks the negotiation, leadership, collaborative decision-making, and political communication strategies that made agreement possible. Building upon the theoretical and empirical findings, Verdini offers advice for practitioners on effective negotiation and dispute resolution strategies that avoid the presumption that there are not enough resources to go around, and that one side must win and the other must inevitably lose. This investigation is the winner of Harvard Law School's Howard Raiffa Award for best research of the year in negotiation, mediation, decision-making, and dispute resolution.
Download or read book Getting More written by Stuart Diamond and published by Crown Currency. This book was released on 2010-12-28 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.
Download or read book The Science of Settlement written by Barry Goldman and published by ALI-ABA. This book was released on 2008 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Negotiation Science and Practice written by Quintin Rares and published by Quintin Rares. This book was released on 2013-07-12 with total page 1076 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. From this pack, students, like yourself, learn the art, science and practice of influence, as well as how to construct optimal agreements, whether you are negotiating a settlement in a legal dispute, a contract to sell a business, a ceasefire in a conflict zone, the sale of your own home, a price rise of the goods or services your company provides, a wage dispute with a powerful union or even an amendment to legislation. The lectures in this textbook are as follows: Lecture 1: Negotiation dynamics (available in full, for free, in the “sample”) Lecture 2: Preparation for negotiation Lecture 3: Evaluation techniques Lecture 4: Influence Lecture 5: Cognitive biases, heuristics, errors and effects Lecture 6: Group dynamics Lecture 7: Logic and creativity Lecture 8: Parachutes, problems and tricks Lecture 9: Culture, human nature and individual difference Lecture 10: Enforcement mechanisms Lecture 11: Ethics, lying, the law and why good people do bad things Lecture 12: Alternative dispute resolution Lecture 13: Conflict This book contains: - A comprehensive lecture series (outlined above) - Week-by-week multiple choice questions (100+ pages) - Detailed answers and explanations to all week-by-week questions (50+ pages) - A mid-semester exam - A comprehensive reference glossary (200 pages) - Full academic abstracts to complement critical references (aiding a more detailed understanding and facilitating further exploration of the science behind each technique) - The most comprehensive examination of the psychology of negotiation available, with clear examples of how it can be used to achieve desired outcomes - The most comprehensive description of common “dirty tricks” in negotiation and how to respond to them - Detailed explanations of the law and how it affects you as a negotiator; including important case summaries - Step-by-step explanations of how to calculate the ‘need-to-know’ numbers in all negotiations
Download or read book Diplomatic Negotiation written by Paul Meerts and published by . This book was released on 2015 with total page 403 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Diplomatic Negotiation is difficult to grasp, both in practice and in theory. Yet it is important to get to grips with this process, as negotiations between states and in international organizations are the lifeblood of the international body politic. The Charter of the United Nations, for obvious reasons, ranks negotiation as the foremost instrument in the peaceful settlement of inter-state conflicts. Scholars of international relations, however, are still searching for methodologies and theories to explain the outcomes of negotiations by the processes that produce them. This monograph approaches the process of diplomatic negotiation from different angles, while applying a multi-faceted qualitative analysis of case studies from the past and present. It is hoped that a better understanding of negotiation as one of the main tools of diplomacy will help to enhance the effectiveness of this process as an alternative to warfare. Still, negotiation is basically a struggle in the promotion and defence of state interests. It is war by peaceful means. The central proposition of this book is that negotiations between states can only be a viable replacement of the use of violence if they are conducted within a framework of international regimes that set the rules and procedures for negotiation behaviour and mitigate lack of trust. International regimes may take the shape of international organizations, which can force countries to live up to their agreements. Diplomats and political leaders have come to recognize this, as the evolution of diplomacy in the last 400 years testifies. Diplomatic negotiation may be taken as a ceaseless series of attempts to bring more order to the international system. The current demise of the negotiation processes in the Middle East thus demonstrates the failure of the international community to build overarching negotiation structures."--Page 4 of cover.
Download or read book The Art of Getting More Back in Diplomacy written by Eric N. Richardson and published by University of Michigan Press. This book was released on 2021-10-26 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why boardroom diplomacy fails
Download or read book The Art of Negotiation written by Tim Castle and published by I_am Self-Publishing. This book was released on 2018-03 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether it's buying a home, budgeting for a wedding, or even buying a car, we all need to negotiate. In this book, I'll share insider tips, as well as teach you how to master the fundamentals, set clear objectives, and overcome obstacles (i.e. turn 'no' into 'yes') whether you are negotiating for yourself, or on behalf of your business.
