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 Profitable Negotiation written by Gavin Kennedy and published by . This book was released on 2004-06 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contains all the tools & practical guidance you need to prepare for & conduct negotiations in business today. It will help you: identify the attitudes to trust & risk that motivate managers when they negotiate; understand how to improve your negotiating behavior through tit-for-tat strategies; cope with difficult negotiators & their intimidatory behaviors; avoid the tensions of single issue zero-sum negotiations by linking negotiable tradables into winning packages; understand how conditional propositions always win against Ôone-way-street' demands or submissive giveaways; & understand why you are in competition with your business rivals. For the busy non-expert.

Download or read book Beyond Dealmaking written by Melanie Billings-Yun and published by John Wiley & Sons. This book was released on 2010-01-26 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: Getting to yes is not the same as getting results. In Beyond Dealmaking, international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today’s complex economic landscape is to ­negotiate solid long-term relationships. Traditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn’t translate into sustainable profits. Any deal is as fragile as the paper it’s written on. Countless disputes arise and deals easily collapse when the negotiation ­process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled at a change in circumstances. In five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to: Understand the Goals of all parties, beyond the immediate deal Develop Routes to maximize mutual benefit and promote synergy among the parties Build openness, trust, and common understanding through valid Arguments Benchmark Substitutes to keep relationships from growing stale or one-sided Increase your Persuasion through empathetic communication and genuine care Filled with real-life examples of negotiations that have gone right and wrong, this ­groundbreaking book shows how fairness, honesty, empathy, flexibility, and mutual problem-­solving lead to sustainable success. By following the powerful five-step GRASP ­negotiation process, anyone can learn to negotiate in a way that is positive, exciting, and rewarding. Most importantly, they will learn that the greatest victories come not through fighting ­battles, but through building alliances.

Download or read book Negotiating Partnerships written by Keld Jensen and published by Financial Times/Prentice Hall. This book was released on 2002 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you identifying the right deals and making them profitable? Or are you haggling over who gets the biggest piece of the pie, rather than working out how to make the pie bigger? This book will help you identify, develop and safeguard added value, which means that both businesses in the partnership can develop and grow with reduced risk. Not just any partner and not just any deal will do. An international study based on over 20,000 negotiations revealed that a huge amount of time is wasted on producing deals that are often of only marginal merit. This book will help you identify the deals which are worth doing and set you on the right track to make them profitable. "Negotiating Partnerships" will take you through dozens of areas where additional value can be found, to make win-win partnership deals that really work for you. You will learn how to identify opportunities and conclude better deals at the same time as making the other party feel good. This book sets out key steps to co-operative negotiation so that you have the know-how to achieve profitable partnerships. The partnering process is one that makes sense in any line of business from online retail to manufacturing via everything in between. As the business environment becomes tougher, and margins are continually shaved this book will help you maintain and grow your existing profit. In all cases, a partnership should provide better solutions than those currently available to each party separately. With this book you can achieve partnerships, which reduce costs and risks, improve earnings and at the same time reap the benefit of each other's experience, creativity and contacts. Yes, it is important for theother party in a partnership to be satisfied. But it is your job as a negotiator to try to ensure that you can keep to yourself most of the added value created. This book will help you through this process so that you find and retain good and valuable partnerships.

Download or read book Creative Solutions to Global Business Negotiations Second Edition written by Claude Cellich and published by Business Expert Press. This book was released on 2016-08-10 with total page 355 pages. Available in PDF, EPUB and Kindle. Book excerpt: Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives like you need skills to negotiate with counterparts who have different backgrounds and experiences. This book gives you and other international executives the savvy you need to negotiate with finesse and ease. It offers valuable insights into the fine points of negotiating and guidelines on delicate issues that can influence a promising deal. The book is divided into five parts: Global business negotiations framework; the role of culture in negotiations and on choosing an appropriate negotiation style; the negotiation process; negotiation tools, such as communication skills and the role of power in negotiations; and miscellaneous topics such as negotiating on the Internet, gender issue in global negotiations, how small firms can effectively negotiate with large firms, negotiating intangibles, managing negotiating teams, developing an organizational negotiation capability and negotiating via interpreters. Clear and comprehensive, the authors outline the hallmarks of strengthening and maintaining a strong bargaining position for negotiating deals even under adverse conditions.

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 Low Stress High Profit Negotiations written by Gary Guttenberg and published by . This book was released on 2018-01-17 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you are tired of feeling uncomfortable or dissatisfied with negotiations, this book is for you! Negotiations have recurring dynamics which you can prepare for and influence if you have the right tools. In this book, you will learn what drives negotiation outcomes and how to use a proven step-by-step method for defining and achieving your goals. If you are ready to significantly improve your negotiation capability, order Low Stress High Profit Negotiations. Included in the book are also 50 examples from real-life negotiations, lists of tactics with instructions, and 16 template documents you can immediately use to optimize your negotiation results.TABLE OF CONTENTS: 1 Negotiation Know-How: Must know concepts,2 Qualification: When to negotiate,3 Organization: How to manage people and information,4 Preparation: How to build bargaining power,5 Execution: Tactics and how to use them,6 Evaluation: The measure of success,7 Refinement: How to hone your approach,8 Conclusion: From rhetoric to reality,9 Reference Materials: 16 templates for your success.ABOUT THE AUTHOR:Gary Guttenberg, B.A., J.D., and Founder of B2World Inc., is an international business developer, attorney, and negotiator with 20 years of experience representing clients in negotiations with market-leading companies throughout the United States, Europe, and Asia.Working as a lead negotiator and negotiation team member for his clients, Gary has negotiated business and legal aspects of deals involving a substantial number of Tier 1 companies around the world. To name a few examples, Gary has participated in negotiations involving, USA: (Microsoft, Qualcomm, Motorola, Verizon, Walt Disney, Warner Music, Boeing, Harman), EU: (Vodafone, Philips, IKEA, Siemens, BMW, TUI, France Telecom), and ASIA (Samsung, Huawei, LG, Pioneer, China Mobile, ZTE, Fujitsu) among many others.Low Stress High Profit Negotiations stands out among other negotiation books. The materials are designed to be practical (non-theoretical); derive from actual, real-life negotiations of the author who is an international business developer, attorney and negotiator; and include not only the tactics and dynamics you need to understand and prepare for, but also a step-by-step method (supported by template documents and examples) to get you immediately started on your way to radically improve your negotiation confidence, structure, and results. If you are ready to simplify your preparation process, reduce your stress and costs when negotiating, and to define, expand, and achieve your goals, order Low Stress High Profit Negotiations now.To the many opportunities awaiting your ability to negotiate for them!Gary Guttenberg

Download or read book The Power of Nice written by Ronald M. Shapiro and published by John Wiley & Sons. This book was released on 2013-04-12 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of the most successful dealmakers in the sports industry presents his unique negotiating strategies "Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book." —Charles M. Cawley, Chief Executive Officer, MBNA America Bank, N.A. "In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have written a compelling book filled with anecdotes and insights. The Power of Nice is a fascinating and useful book that is a must read for anyone who wants to build long-term mutually profitable relationships." —Herb Cohen, Author, You Can Negotiate Anything "This book taught me everything I ever wanted to know about negotiation-and I use it everyday." —Kirby Puckett, Former All-Star Center Fielder and Executive Vice President, Minnesota Twins "Negotiation is not war. Negotiation is not a science. Negotiation is the commerce of information for ultimate gain." —from The Power of Nice Though not a science, negotiating is an art, and in this eye-opening new book, a true master shares his secrets and strategies for success. Ron Shapiro is a corporate lawyer, teacher, and, in what is almost a contradiction in terms, one of today's most respected sports agents. He has worked with baseball's biggest names: Cal Ripken, Jr., Kirby Puckett, Brooks Robinson, Dennis Martinez, Jim Palmer, Eddie Murray, and many others. Rising to-and remaining at-the top of a competitive pool filled with smooth-talking, "sleazeball" sharks, he has succeeded by being, of all things, a nice guy. Now, along with his business partner, lawyer, lecturer, and negotiations expert, Mark Jankowski, Shapiro reveals how anyone who sits down to make a deal can get what they want by exercising the surprising "power of nice." Together, Shapiro and Jankowski have shared their negotiation insights with Fortune 500 companies, entrepreneurs, universities, and government agencies. Though the name of the game in negotiating is to obtain desired results, how you get them is just as important. While many dealmakers play hardball by assuming a winner-take-all, scorched-earth attitude, they do so at the risk of alienating the party opposite them at the negotiating table, thereby losing out on future opportunities. This approach is, as Shapiro and Jankowski tell us, a major strike against effective negotiating, and can-and should-be avoided. By using a kinder, gentler approach that focuses on forming-and keeping-strong business connections, ultimate gain can still be yours: "You can be 'a nice guy' and still get what you're after. In fact, you often get better results, achieve more of your goals, and build longer-term relationships with even greater returns." Drawing on their vast experience in win-win negotiating, as well as such essentials as managing tough situations, handling difficult negotiators, and unlocking deadlocks, the authors take you, step-by-step, through a systematic approach that, when repeated and mastered, will maximize results. Based on "the three Ps," it consists of: preparing better than the other side; probing so you know what they want and why; and proposing, ideally without going first and revealing too much, but still achieving what you want. Supported by invaluable "portable" negotiation summaries-so you can take the "power of nice" with you-this is must reading for anyone who has to make a deal, whether it's negotiating with a customer, setting a curfew with a teenager, or getting the last seat on an over-sold airplane.

Download or read book Profitable Purchasing written by Urs Altmannsberger and published by BoD – Books on Demand. This book was released on 2020-02-28 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: Did you really negotiate the best possible conditions? Are you so good as a professional purchaser in the company that you really enjoy (price) negotiations? In the future you will be able to answer these questions with a clear "Yes". This book written by the well-known negotiation trainer Urs Altmannsberger provides you with a convincing modular system with the best tools for every negotiation situation. In this way you will always receive the best possible purchasing conditions as a professional purchaser in the company and become a top negotiator yourself. "Urs Altmannsberger lives what he teaches - this can be felt in this entertaining and practical textbook and reference work. Some of the strategies and tools explained are so ingeniously simple that they can be used and implemented immediately and lead to ideal negotiation results." Stefan Stark, Innovation Manager Mobility Services, BMW Group "Top negotiation training using numerous practical examples: This book convinces through lively dialogues and a multitude of action alternatives." Horst Wiedermann, Chairman of the Federal Board of BME e.V. "This book should actually not exist! Because all negotiation strategies and tricks are revealed here." Peter Tschötschel, Senior Consultant, T-Systems International GmbH

Download or read book Lean In written by Sheryl Sandberg and published by Knopf. This book was released on 2013-03-11 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: #1 INTERNATIONAL BESTSELLER • “A landmark manifesto" (The New York Times) that's a revelatory, inspiring call to action and a blueprint for individual growth that will empower women around the world to achieve their full potential. In her famed TED talk, Sheryl Sandberg described how women unintentionally hold themselves back in their careers. Her talk, which has been viewed more than eleven million times, encouraged women to “sit at the table,” seek challenges, take risks, and pursue their goals with gusto. Lean In continues that conversation, combining personal anecdotes, hard data, and compelling research to change the conversation from what women can’t do to what they can. Sandberg, COO of Meta (previously called Facebook) from 2008-2022, provides practical advice on negotiation techniques, mentorship, and building a satisfying career. She describes specific steps women can take to combine professional achievement with personal fulfillment, and demonstrates how men can benefit by supporting women both in the workplace and at home.

Download or read book Negotiating with Backbone written by Reed K. Holden and published by FT Press. This book was released on 2012-05-16 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

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 Supremacy Negotiating Real Estate Deals written by Phil Jones and published by . This book was released on 2007 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: SUPREMACY NEGOTIATING REAL ESTATE DEALS is packed full of tactics and strategies about how to be a truly motivated and successful negotiator without losing credibility or integrity.

Download or read book How to Negotiate written by Chloe Askwith and published by Harriman House Limited. This book was released on 2012-11-16 with total page 69 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a practical and insightful book to give new business owners the tools to save money and become confident negotiators. Find out exactly what you want from each deal and the go out to get this in a considered, considerate way that protects and grows long term business relationships. Negotiation is an essential skill for business owners, one which is sometimes overlooked. The benefits of being able to negotiate well are significant and extend beyond business life. Besides being able to save money, you will be able to improve other aspects of your deals which may include payments, delivery, volumes, quality, you may get other benefits such as marketing support and you should gain some extra friends! Knowing exactly what you need to achieve and making a plan of how to go about it will certainly improve your confidence when dealing with suppliers, and will give you and your company a professional edge. This book takes you through all the steps necessary for good negotiation. Starting with some golden rules which ensure that you don't rush into a deal or make mistakes, we will to make sure you understand what you are wanting to achieve and then ensuring that you understand the needs of your supplier or customer to get to a 'win-win' situation. The book highlights the importance of building long term relationships and it gives tips on meetings, what to wear, language to use and body language to be aware of. You will learn: - How to carry out research into your market - How to find many ways to save money - To understand how to structure deals that will benefit you - To communicate clearly with your suppliers and customers - What to expect at business meetings - How to keep discussing a deal until it is right for you (and your supplier) - The importance of relationships - How to feel confident even in difficult situations - Negotiating skills you learn never fail to stand you in good stead when you are in discussions at home or work.

Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2012-10-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.

Download or read book Why Do Smart People Make Such Stupid Mistakes written by Chris Merrington and published by Ecademy Press. This book was released on 2011 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you paid what you deserve by your clients? Learn to negotiate with your clients more profitably. This book will save you a fortune and maybe even make you a fortune. Its practical approach means you can apply the proven strategies in your business today. You will discover: How to confidently hold your price, How to say 'no' to clients while improving your relationship, How to negotiate higher fees and prices, How to handle unrealistic timescales and budgets, How to respond to 'you've got the business if you drop your price' and How to prepare for meetings with Procurement. Why Do Smart People Make Such Stupid Mistakes? is a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people.

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.