How A Psychologist Can Prepare For A Successful Negotiation

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Convinced!

Author : Jack Nasher
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1523095601
Total Pages : 273 pages
Book Rating : 4.5/5 (23 download)

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Book Synopsis Convinced! by : Jack Nasher

Download or read book Convinced! written by Jack Nasher and published by Berrett-Koehler Publishers. This book was released on 2018-11-13 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Competence does not speak for itself! You can't simply display it; you have to draw people's attention to it. World-renowned negotiation and deception detection expert, business professor, and mentalist Jack Nasher offers effective, proven techniques to convince others that we are talented, trustworthy, and yes, even brilliant. Nasher offers the example of Joshua Bell, possibly the world's most famous violinist. In January 2007, at rush hour, he stepped into a Washington, DC, subway station, dressed like any street busker, and began to play a $4,000,000 Stradivarius. It was part of an experiment staged by a journalist of the Washington Post, who expected Bell's skill alone to attract an immense, awed crowd. But Bell was generally ignored, and when he stopped, nobody applauded. He made $34.17. The good news is that you don't have to accept obscurity: you can positively affect others' perception of your talent. Whether you're looking for work, giving an important presentation, seeking clients or customers for your business, or vying for a promotion, Nasher explains how to use techniques such as expectation management, verbal and nonverbal communication, the Halo Effect, competence framing, and the power of nonconformity to gain control of how others perceive you. Competence is the most highly valued professional trait. But it's not enough to be competent, you have to convey your competence. With Nasher's help you can showcase your expertise, receive the recognition you deserve, and achieve lasting success.

Negotiating the Impossible

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1626566992
Total Pages : 295 pages
Book Rating : 4.6/5 (265 download)

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Book Synopsis Negotiating the Impossible by : Deepak Malhotra

Download or read book Negotiating the Impossible written by Deepak Malhotra and published by Berrett-Koehler Publishers. This book was released on 2018-07-19 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author

Psychological Aspects of Crisis Negotiation

Author : Thomas Strentz
Publisher : CRC Press
ISBN 13 : 1439880069
Total Pages : 357 pages
Book Rating : 4.4/5 (398 download)

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Book Synopsis Psychological Aspects of Crisis Negotiation by : Thomas Strentz

Download or read book Psychological Aspects of Crisis Negotiation written by Thomas Strentz and published by CRC Press. This book was released on 2011-12-01 with total page 357 pages. Available in PDF, EPUB and Kindle. Book excerpt: While there are many books on crisis negotiation, most of the current literature focuses on the history and mechanics of this dynamic process, leaving out critical elements that are required for a successful encounter with a hostage-taker or other malfeasant. Psychological Aspects of Crisis Negotiation, Second Edition explores the methods and strategies for confronting the nine types of subjects typically encountered in hostage/suicide sieges by correctional staff and law enforcement crisis negotiators. Drawn from articles published by Thomas Strentz while serving at the FBI Academy* along with written versions of lectures developed and delivered since his retirement, the book highlights psychological dynamics of negotiations as they apply to the negotiator, the hostage, and the subject. It discusses the predictors of surrender versus the need for a tactical intervention and examines the phases of a hostage crisis and the changing focus as the crisis develops. Referencing historical events such as The Bay of Pigs invasion and the Challenger and Columbia incidents, the book demonstrates how faulty group decision making can spell tragedy. Enhanced with case studies to put the material into context, this second edition also includes new chapters on the first responder, hostage survival, and the Islamic belief system and culture. Steeped in sage advice from a national expert, this volume arms those tasked with confronting dangerous offenders with the knowledge and tools they need to subvert disaster and ensure the preservation of human life. *Articles were reviewed by the Academy Editorial/Review Board and approved by the Bureau for publication.

FROM HOPE TO STRATEGY The Anatomy of Negotiation

Author : Wayne Harrison
Publisher : Pathfinders Downunder Pty Ltd
ISBN 13 : 1685242391
Total Pages : 134 pages
Book Rating : 4.6/5 (852 download)

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Book Synopsis FROM HOPE TO STRATEGY The Anatomy of Negotiation by : Wayne Harrison

Download or read book FROM HOPE TO STRATEGY The Anatomy of Negotiation written by Wayne Harrison and published by Pathfinders Downunder Pty Ltd. This book was released on with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the gift that keeps giving. The Anatomy of Negotiation, is a book by Wayne Harrison that gives you the latest tools to do the right thing the right way at the right time. It will provide you with the communication strategies and negotiation frameworks needed to form new skills, improve processes, be a better leader, and make your relationships and outcomes more predictable. The information in this book is based on extensive research and experienced practitioners, who have participated in and advised on high-stakes negotiations and conflicts that have resulted in practical value-creating outcomes.

The Power of Nice

Author : Ronald M. Shapiro
Publisher : John Wiley & Sons
ISBN 13 :
Total Pages : 296 pages
Book Rating : 4.0/5 ( download)

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Book Synopsis The Power of Nice by : Ronald M. Shapiro

Download or read book The Power of Nice written by Ronald M. Shapiro and published by John Wiley & Sons. This book was released on 1998-09-29 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book features the negotiating strategies of one of the most famous deal makers in sports history. Ronald M. Shapiro's approach is centered around the importance of building relationships. The book includes chapters on win-lose negotiation, win-win negotiation, listening, preparation, proposals, personality types, and unlocking deadlocks.

A Handbook for Correctional Psychologists

Author : Kevin M. Corriea
Publisher : Charles C Thomas Publisher
ISBN 13 : 0398079919
Total Pages : 203 pages
Book Rating : 4.3/5 (98 download)

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Book Synopsis A Handbook for Correctional Psychologists by : Kevin M. Corriea

Download or read book A Handbook for Correctional Psychologists written by Kevin M. Corriea and published by Charles C Thomas Publisher. This book was released on 2009 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: Correctional psychology is an area of specialization that has recently enjoyed explosive growth along with the burgeoning United States prison population and the renewed interest in providing correctional rehabilitation programs that reduce inmate recidivism. This completely revised and updated second edition continues to provide an overview of empirical findings and practices in the field. The text focuses specifically on the psychologist's role within a correctional setting and clarifies the differences in working with inmates and correctional staff from populations more commonly encountered.

The Hidden Rules of Successful Negotiation and Communication

Author : Marc O. Opresnik
Publisher : Springer
ISBN 13 : 3319061941
Total Pages : 144 pages
Book Rating : 4.3/5 (19 download)

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Book Synopsis The Hidden Rules of Successful Negotiation and Communication by : Marc O. Opresnik

Download or read book The Hidden Rules of Successful Negotiation and Communication written by Marc O. Opresnik and published by Springer. This book was released on 2014-06-17 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiations in professional or private life often take an unsatisfactory course due to stress, confrontation with aggressive or unfair behavior, or because of overwhelming situations. Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also considers "soft skills" without which negotiations cannot be successful. This book presents practical examples in dealing with situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.

Successful Negotiating

Author : Grant Mayberry
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 076121416X
Total Pages : 130 pages
Book Rating : 4.7/5 (612 download)

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Book Synopsis Successful Negotiating by : Grant Mayberry

Download or read book Successful Negotiating written by Grant Mayberry and published by AMACOM Div American Mgmt Assn. This book was released on 1993-07-27 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Professor Is In

Author : Karen Kelsky
Publisher : Crown
ISBN 13 : 0553419420
Total Pages : 450 pages
Book Rating : 4.5/5 (534 download)

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Book Synopsis The Professor Is In by : Karen Kelsky

Download or read book The Professor Is In written by Karen Kelsky and published by Crown. This book was released on 2015-08-04 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: The definitive career guide for grad students, adjuncts, post-docs and anyone else eager to get tenure or turn their Ph.D. into their ideal job Each year tens of thousands of students will, after years of hard work and enormous amounts of money, earn their Ph.D. And each year only a small percentage of them will land a job that justifies and rewards their investment. For every comfortably tenured professor or well-paid former academic, there are countless underpaid and overworked adjuncts, and many more who simply give up in frustration. Those who do make it share an important asset that separates them from the pack: they have a plan. They understand exactly what they need to do to set themselves up for success. They know what really moves the needle in academic job searches, how to avoid the all-too-common mistakes that sink so many of their peers, and how to decide when to point their Ph.D. toward other, non-academic options. Karen Kelsky has made it her mission to help readers join the select few who get the most out of their Ph.D. As a former tenured professor and department head who oversaw numerous academic job searches, she knows from experience exactly what gets an academic applicant a job. And as the creator of the popular and widely respected advice site The Professor is In, she has helped countless Ph.D.’s turn themselves into stronger applicants and land their dream careers. Now, for the first time ever, Karen has poured all her best advice into a single handy guide that addresses the most important issues facing any Ph.D., including: -When, where, and what to publish -Writing a foolproof grant application -Cultivating references and crafting the perfect CV -Acing the job talk and campus interview -Avoiding the adjunct trap -Making the leap to nonacademic work, when the time is right The Professor Is In addresses all of these issues, and many more.

In Quest of the Mythical Mate

Author : Ellyn Bader
Publisher : Routledge
ISBN 13 : 1134848269
Total Pages : 287 pages
Book Rating : 4.1/5 (348 download)

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Book Synopsis In Quest of the Mythical Mate by : Ellyn Bader

Download or read book In Quest of the Mythical Mate written by Ellyn Bader and published by Routledge. This book was released on 2013-05-13 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Quest of the Mythical Mate presents a valuable and fertile developmental model for diagnosing and treating couples that is flexible enough to incorporate a wide variety of intervention strategies, yet purposeful enough to give a clear sense of direction to couples in distress. As such, this volume provides a powerful therapeutic approach for all professionals who treat couples.

How to Be a Psychologist: A Comprehensive Guide

Author : Simon Meadows
Publisher : Richards Education
ISBN 13 :
Total Pages : 237 pages
Book Rating : 4./5 ( download)

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Book Synopsis How to Be a Psychologist: A Comprehensive Guide by : Simon Meadows

Download or read book How to Be a Psychologist: A Comprehensive Guide written by Simon Meadows and published by Richards Education. This book was released on with total page 237 pages. Available in PDF, EPUB and Kindle. Book excerpt: "How to Be a Psychologist: A Comprehensive Guide" is your definitive resource for navigating the complex and rewarding field of psychology. This book seamlessly blends rigorous academic content with practical, hands-on guidance to prepare you for a successful career as a psychologist. With twenty in-depth chapters covering everything from foundational theories and research methods to specialized fields like clinical, forensic, and sports psychology, this guide provides a complete curriculum for aspiring professionals. Each chapter features clear, structured sections designed to build your knowledge and skills step-by-step, ensuring you are well-equipped to handle the diverse challenges of the field. Whether you are a student, a new practitioner, or simply curious about psychology, this book offers the tools and insights you need to excel and make a meaningful impact in the world of mental health.

Negotiation Genius

Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)

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Book Synopsis Negotiation Genius by : Deepak Malhotra

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.

One Step Ahead

Author : David Sally
Publisher : St. Martin's Press
ISBN 13 : 1250166403
Total Pages : 272 pages
Book Rating : 4.2/5 (51 download)

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Book Synopsis One Step Ahead by : David Sally

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 272 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.

Entrepreneurial Negotiation

Author : Samuel Dinnar
Publisher : Palgrave Macmillan
ISBN 13 : 9783319925424
Total Pages : 0 pages
Book Rating : 4.9/5 (254 download)

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Book Synopsis Entrepreneurial Negotiation by : Samuel Dinnar

Download or read book Entrepreneurial Negotiation written by Samuel Dinnar and published by Palgrave Macmillan. This book was released on 2018-08-31 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors. As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf. Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make.

The Handbook of Negotiation and Culture

Author : Michele J. Gelfand
Publisher : Stanford University Press
ISBN 13 : 0804745862
Total Pages : 478 pages
Book Rating : 4.8/5 (47 download)

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Book Synopsis The Handbook of Negotiation and Culture by : Michele J. Gelfand

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.

Successful negotiation with the Driver-Seat Concept

Author : Hermann Rock
Publisher : Springer Nature
ISBN 13 : 3658399341
Total Pages : 438 pages
Book Rating : 4.6/5 (583 download)

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Book Synopsis Successful negotiation with the Driver-Seat Concept by : Hermann Rock

Download or read book Successful negotiation with the Driver-Seat Concept written by Hermann Rock and published by Springer Nature. This book was released on 2023-06-05 with total page 438 pages. Available in PDF, EPUB and Kindle. Book excerpt: With this book, Hermann Rock provides time-structured core negotiation strategies that can be immediately applied in practice. The author's expertise comes primarily from negotiations in the context of M&A transactions and management investments. However, the concepts presented are equally applicable to negotiations of financing, car purchase, lease or service contracts and thus universally applicable. Three (scientifically based) basic strategies are presented, which the reader can adapt to his or her specific negotiation situation. The examples chosen for illustration are concrete cases negotiated by the author himself. With the certainty of having understood the three basic strategies, the reader enters the negotiation with a positive basic mood and thus creates the basis for his negotiation success. Hermann Rock has successfully presented his strategies for negotiation management many times in lectures and magazines (Focus) and now presents them for the first time in book form as a consistent further development of the Harvard concept.

How a Psychologist Can Prepare for a Successful Negotiation

Author : Jim Anderson
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781544096865
Total Pages : 70 pages
Book Rating : 4.0/5 (968 download)

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Book Synopsis How a Psychologist Can Prepare for a Successful Negotiation by : Jim Anderson

Download or read book How a Psychologist Can Prepare for a Successful Negotiation written by Jim Anderson and published by Createspace Independent Publishing Platform. This book was released on 2017-03-05 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt: It turns out that most negotiations are over even before they begin. The team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal. Wouldn't you want that team to be your team? What You'll Find Inside: THE 7 DEADLY SINS OF PREPARING TO NEGOTIATE DEALS THAT MAKE MONEY: HOW TO PLAN YOUR CONCESSIONS MAKE MORE SALES: UNDERSTANDING BUYER POWER & WHAT TO DO ABOUT IT SINGLE VS TEAM NEGOTIATION: WHICH IS BETTER? Planning is what happens before a psychologist sits down at the negotiating table. There are no negotiating tactics or tricks at play here. It's just a matter of you doing your homework. At the same time you hope that the other side is NOT doing their homework so that you'll show up at the negotiation more prepared then they are. Just committing to doing the planning that your next negotiation is going to require is not enough, you also have to know just exactly how to go about doing it. That's what this book is going to teach you. Every negotiation is different and so the planning that you'll have to do for every negotiation will be different also. The planning that is required for a successful negotiation takes on many different forms. These can include planning where and when the negotiations will be held, what concessions you'll be willing to make to the other side, and understanding who has what power in the negotiations. The end result of doing the planning that a negotiation requires is that when you sit down at the negotiating table, you'll have a sense of being prepared. You'll know what you need to know about the other side of the table, what their goals are, what their constraints are, and what they hope to be able to get out of the negotiations. This is exactly the type of knowledge that every psychologist is going to need in order to be able to reach the type of deal that will allow you to walk away from the table with a sense of accomplishment.