Negotiating Agency

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Negotiating on Behalf of Others

Author : Robert H. Mnookin
Publisher : SAGE Publications
ISBN 13 : 1452221340
Total Pages : 345 pages
Book Rating : 4.4/5 (522 download)

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Book Synopsis Negotiating on Behalf of Others by : Robert H. Mnookin

Download or read book Negotiating on Behalf of Others written by Robert H. Mnookin and published by SAGE Publications. This book was released on 1999-10-11 with total page 345 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiating on Behalf of Others offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current negotiation theory can be modified to account for negotiation agents. Negotiation agents are broadly defined to include legislators, diplomats, salespersons, sports agents, attorneys, and committee chairs—anyone who represents others in a negotiation. Five major negotiation arenas are examined in depth: labor-management relations, international diplomacy, sports agents, legislative process, and agency law. The book concludes with suggestions for future research and specific advice for practitioners. Chapter authors and commentators are leading figures in the field of negotiation. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics. Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on "complicating factors" in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process.

Beyond Winning

Author : Robert H. Mnookin
Publisher : Harvard University Press
ISBN 13 : 0674504100
Total Pages : 369 pages
Book Rating : 4.6/5 (745 download)

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Book Synopsis Beyond Winning by : Robert H. Mnookin

Download or read book Beyond Winning written by Robert H. Mnookin and published by Harvard University Press. This book was released on 2004-04-15 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one’s own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle—clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession.

Exploring the Strategy Space of Negotiating Agents

Author : Tim Baarslag
Publisher : Springer
ISBN 13 : 3319282433
Total Pages : 288 pages
Book Rating : 4.3/5 (192 download)

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Book Synopsis Exploring the Strategy Space of Negotiating Agents by : Tim Baarslag

Download or read book Exploring the Strategy Space of Negotiating Agents written by Tim Baarslag and published by Springer. This book was released on 2016-01-21 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book reports on an outstanding thesis that has significantly advanced the state-of-the-art in the area of automated negotiation. It gives new practical and theoretical insights into the design and evaluation of automated negotiators. It describes an innovative negotiating agent framework that enables systematic exploration of the space of possible negotiation strategies by recombining different agent components. Using this framework, new and effective ways are formulated for an agent to learn, bid, and accept during a negotiation. The findings have been evaluated in four annual instantiations of the International Automated Negotiating Agents Competition (ANAC), the results of which are also outlined here. The book also describes several methodologies for evaluating and comparing negotiation strategies and components, with a special emphasis on performance and accuracy measures.

Understanding and Negotiating Book Publication Contracts

Author : Brianna Schofield
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (17 download)

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Book Synopsis Understanding and Negotiating Book Publication Contracts by : Brianna Schofield

Download or read book Understanding and Negotiating Book Publication Contracts written by Brianna Schofield and published by . This book was released on 2018 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Copyright law and contract language are complex, even for attorneys and experts. Authors may be tempted to sign the first version of a publication contract that they receive, especially if negotiating seems complicated, intimidating, or risky. But there is a lot at stake for authors in a book deal, and it is well worth the effort to read the contract, understand its contents, and negotiate for favorable terms. To that end, Understanding and Negotiating Book Publication Contracts identifies clauses that frequently appear in publishing contracts, explains in plain language what these terms (and typical variations) mean, and presents strategies for negotiating "author-friendly" versions of these clauses. When authors have more information about copyright and publication options for their works, they are better able to make and keep their works available in the ways they want"--Publisher.

Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want

Author : Kenneth L. Shropshire
Publisher : McGraw Hill Professional
ISBN 13 : 0071641629
Total Pages : 220 pages
Book Rating : 4.0/5 (716 download)

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Book Synopsis Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want by : Kenneth L. Shropshire

Download or read book Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want written by Kenneth L. Shropshire and published by McGraw Hill Professional. This book was released on 2008-11-16 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you're looking to build your deal-making chops, there is no better school than the world of professional sports. Few authors are as qualified to guide you through that rough-and-tumble terrain as Ken Shropshire. From the Fortune 500 to the NFL, from Don King to big city mayors, Ken has negotiated major sports deals across the country and around the world. He's also one of today's most sought-after negotiating coaches, with clients ranging from the National Collegiate Athletic Association to IBM. In Negotiate Like the Pros, Ken tells the stories behind some of the most sensational sports deals of all time and extracts powerful lessons from them on the skills you need to master to become a top-notch dealmaker. You'll learn how to: Prepare and Set Agendas: Peter Ueberroth's negotiation with Fidel Castro during the Soviet boycott of the '84 Olympics Know Your Negotiating Style and Play to Your Strengths: Why NFL coach Bill Walsh stresses sticking with your style Set Goals: the $60 million deal Daiuske “Dice-K” Matsuzaka cut with the Boston Red Sox in 2006 Leverage: from the astonishing three-way negotiation between Muhammed Ali, George Foreman and the President of Zaire that Don King used to pull off “The Rumble in the Jungle” Build Relationships: Yao Ming's move from China and David Beckham's $250 million deal with the Los Angeles Galaxy You also get a wealth of insider tips, tricks, and skill-building tools to help you develop a highly-effective, systematic approach to deal making. Whether you're a fanatic who sees the world through sports-colored glasses, or a casual observer who wants to learn from some of the toughest, shrewdest dealmakers in any industry, this book will teach you how to Negotiate Like the Pros.

How Purchasing Agents & Supply Chain Managers Can Prepare for a Successful Negotiation

Author : Jim Anderson
Publisher : CreateSpace
ISBN 13 : 9781518777424
Total Pages : 54 pages
Book Rating : 4.7/5 (774 download)

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Book Synopsis How Purchasing Agents & Supply Chain Managers Can Prepare for a Successful Negotiation by : Jim Anderson

Download or read book How Purchasing Agents & Supply Chain Managers Can Prepare for a Successful Negotiation written by Jim Anderson and published by CreateSpace. This book was released on 2015-10-25 with total page 54 pages. Available in PDF, EPUB and Kindle. Book excerpt: It turns out that most negotiations are over even before they begin. The purchasing 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 supply chain manager 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 that a purchasing agent or supply chain manager engages in 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 for the person that you are responsible for 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 a purchasing agent or supply chain manager 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.

Hollywood Dealmaking

Author : Dina Appleton
Publisher : Skyhorse Publishing Inc.
ISBN 13 : 1581156715
Total Pages : 321 pages
Book Rating : 4.5/5 (811 download)

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Book Synopsis Hollywood Dealmaking by : Dina Appleton

Download or read book Hollywood Dealmaking written by Dina Appleton and published by Skyhorse Publishing Inc.. This book was released on 2010-01-12 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide to negotiating a deal for film, television, or new media that covers key players, terminology, option-purchase rights, creating employment deals, working out distribution deals and rights, specifying net profit and box-office bonuses, and other related topics.

Negotiating a Book Contract

Author : Mark L. Levine
Publisher : Scarf Press
ISBN 13 : 0934386080
Total Pages : 96 pages
Book Rating : 4.9/5 (343 download)

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Book Synopsis Negotiating a Book Contract by : Mark L. Levine

Download or read book Negotiating a Book Contract written by Mark L. Levine and published by Scarf Press. This book was released on 2009-09-01 with total page 96 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiating a Book Contract by Mark L. Levine is the complete step-by-step guide to negotiating your own book contract -- or to making sure your agent hasn't missed anything important to you! Negotiating a Book Contract applies to books of fiction and nonfiction, textbooks and children's books, whether in hardcover, paperback or as an e-book, and is for illustrators as well as writers. Negotiating a Book Contract is organized according to the typical sequence of clauses in publishers' book contracts. You can quickly and easily match your contract, clause by clause and section by section, with Levine's analysis and comments. Immediately see what you need added, deleted or changed to protect your interests.

Negotiating Life

Author : J. Salacuse
Publisher : Springer
ISBN 13 : 1137318740
Total Pages : 229 pages
Book Rating : 4.1/5 (373 download)

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Book Synopsis Negotiating Life by : J. Salacuse

Download or read book Negotiating Life written by J. Salacuse and published by Springer. This book was released on 2013-09-04 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: A complement to the successful The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century (Palgrave, 2003), Salacuse's new work is a comprehensive and easy-to-understand look at negotiation in everyday life. Drawing from his extensive experience around the world, Salacuse applies such large-scale examples as the Arab-Israeli conflicts or those in Berlin and shows us how to use such strategies in our own lives, from family and home life, to business and the workplace, even to our own thoughts as we negotiate compromises and agreement with ourselves. Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation.

Hollywood Dealmaking

Author : Dina Appleton
Publisher : Simon and Schuster
ISBN 13 : 1581157363
Total Pages : 320 pages
Book Rating : 4.5/5 (811 download)

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Book Synopsis Hollywood Dealmaking by : Dina Appleton

Download or read book Hollywood Dealmaking written by Dina Appleton and published by Simon and Schuster. This book was released on 2011-12-09 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hollywood Dealmaking has become the go-to resource for new and experienced entertainment attorneys, agent trainees, business affairs executives, and creative executives. Entertainment attorneys and Hollywood insiders Dina Appleton and Daniel Yankelevits explain the negotiation techniques and strategies of entertainment dealmaking and detail the interests and roles of producers, writers, actors, directors, agents, and studio employees in crafting a deal. This new edition captures the dramatic changes over the past five years in the film and television industry landscape, with two new chapters: "Reality Television" details the sources of revenue, syndication possibilities, and format sales of these shows as well as the talent deals that are made, and the "Internet/New Media" chapter delves into new digital formats such as mobile phones, game consoles, video-on-demand, and web-based apps, and explains where today's revenues are generated, where the industry is headed, and talent negotiation issues. All the ins and outs of negotiating are explained, including back ends, gross and adjusted gross profits, deferments, box office bonuses, copyrights, and much more. This easy-to-follow reference is packed with expert insights on distribution, licensing, and merchandising. The book's invaluable resource section includes definitions of lingo for acquisition agreements and employment deals, twelve ready-to-use sample contracts, and a directory of entertainment attorneys in both New York and Los Angeles. In Hollywood Dealmaking, readers will recognize the key players in the process, understand the "lingo" of crafting deals, learn how to negotiate agreements for the option and purchase of books and screenplays, be able to negotiate employment deals for all members of a film or television crew, understand payment terms and bonuses, and be able to register copyrights in scripts and other literary works. Allworth Press, an imprint of Skyhorse Publishing, publishes a broad range of books on the visual and performing arts, with emphasis on the business of art. Our titles cover subjects such as graphic design, theater, branding, fine art, photography, interior design, writing, acting, film, how to start careers, business and legal forms, business practices, and more. While we don't aspire to publish a New York Times bestseller or a national bestseller, we are deeply committed to quality books that help creative professionals succeed and thrive. We often publish in areas overlooked by other publishers and welcome the author whose expertise can help our audience of readers.

Creative Solutions to Global Business Negotiations, Second Edition

Author : Claude Cellich
Publisher : Business Expert Press
ISBN 13 : 1631573101
Total Pages : 355 pages
Book Rating : 4.6/5 (315 download)

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Book Synopsis Creative Solutions to Global Business Negotiations, Second Edition by : Claude Cellich

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.

Never Split the Difference

Author : Chris Voss
Publisher : HarperCollins
ISBN 13 : 0062407813
Total Pages : 203 pages
Book Rating : 4.0/5 (624 download)

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Book Synopsis Never Split the Difference by : Chris Voss

Download or read book Never Split the Difference written by Chris Voss and published by HarperCollins. This book was released on 2016-05-17 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Negotiating Survival

Author : Ashley Jackson
Publisher : Oxford University Press
ISBN 13 : 0197644147
Total Pages : pages
Book Rating : 4.1/5 (976 download)

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Book Synopsis Negotiating Survival by : Ashley Jackson

Download or read book Negotiating Survival written by Ashley Jackson and published by Oxford University Press. This book was released on 2021-12-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Two decades on from 9/11, the Taliban now control more than half of Afghanistan. Few would have foreseen such an outcome, and there is little understanding of how Afghans living in Taliban territory have navigated life under insurgent rule. Based on over 400 interviews with Taliban and civilians, this book tells the story of how civilians have not only bargained with the Taliban for their survival, but also ultimately influenced the course of the war in Afghanistan. While the Taliban have the power of violence on their side, they nonetheless need civilians to comply with their authority. Both strategically and by necessity, civilians have leveraged this reliance on their obedience in order to influence Taliban behaviour. Challenging prevailing beliefs about civilians in wartime, Negotiating Survival presents a new model for understanding how civilian agency can shape the conduct of insurgencies. It also provides timely insights into Taliban strategy and objectives, explaining how the organisation has so nearly triumphed on the battlefield and in peace talks. While Afghanistan's future is deeply unpredictable, there is one certainty: it is as critical as ever to understand the Taliban--and how civilians survive their rule.

Negotiating with the Soviets

Author : Raymond F. Smith
Publisher :
ISBN 13 : 9780253352859
Total Pages : 166 pages
Book Rating : 4.3/5 (528 download)

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Book Synopsis Negotiating with the Soviets by : Raymond F. Smith

Download or read book Negotiating with the Soviets written by Raymond F. Smith and published by . This book was released on 1989 with total page 166 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Smith's book contains a wealth of insights into Soviet negotiating style... " -- Foreign Service Journal "Smith, a professional diplomat, has made a timely and substantial contribution to a well-explored area.... his prescription for a more 'bipartisan' American foreign policy is especially convincing." -- Library Journal ..". this is a surprisingly good monograph.... the writing is lively and open." -- World Affairs Report "Smith is on solid ground in pointing to the factors of authority, risk-avoidance and control as keys to understanding Soviet negotiating behavior. He does have something new to say, and American diplomats should be listening." -- Foreign Affairs "Raymond Smith's book, Negotiating with the Soviets, should be a required primer for new Foreign Service officers before their first negotiations with Soviet counterparts as well as mandatory reading for policymakers in the White House." -- The Russian Review ..". a wealth of insights into Soviet negotiating style... " -- Foreign Service Journal Drawing on his extensive experience "negotiating with the Soviets," Smith argues that a unique political culture and ideology have produced a Soviet approach to international negotiations often dramatically different from that of the West.

The Book on Negotiating Real Estate

Author : J. Scott
Publisher : Biggerpockets Publishing, LLC
ISBN 13 : 9781947200067
Total Pages : 263 pages
Book Rating : 4.2/5 ( download)

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Book Synopsis The Book on Negotiating Real Estate by : J. Scott

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

Power Tools for Negotiating International Business Deals

Author : James M. Klotz
Publisher : Kluwer Law International B.V.
ISBN 13 : 9041127135
Total Pages : 242 pages
Book Rating : 4.0/5 (411 download)

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Book Synopsis Power Tools for Negotiating International Business Deals by : James M. Klotz

Download or read book Power Tools for Negotiating International Business Deals written by James M. Klotz and published by Kluwer Law International B.V.. This book was released on 2008-01-01 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Doing International Business? Here are the Tools! Power Tools for Negotiating International Deals is a nuts and bolts guide. This book is the handbook read before the negotiation. It is also to be used during the negotiation when a decision to stand firm or compromise must be made. Power Tools for Negotiating International Deals shows how international business works, where to stake high ground, what concessions to make, and what mistakes to avoid. Filled with checklists and case examples, these are the power tools needed for negotiating business deals in the global marketplace. When negotiating an international deal, there is often only one good opportunity to strike the bargain and make the deal. To do so, a businessperson needs tools to know what to ask for, what to counter with, and what to offer up as a reasonable compromise. That is how deals get done. Without knowing the terms that would make the best international deal, the deal may still get done and it just will not be the best that could have been negotiated. Power Tools for Negotiating International Deals explains the key issues that need to be negotiated in an international business deal, be it a product sale, agency/brokerage, consulting agreement, distributorship, license, joint venture or consortium. Some of the topics covered in this book: the basics of international business deals negotiating international sales of goods and services negotiating international agency and consulting deals negotiating international distribution deals negotiating international license deals negotiating international joint venture and consortium deals James M. Klotz is one of Canadaands leading international business lawyers. In addition to cochairing the International Business Transactions group of one of Canadaands largest law firms, he has written several books and treatises on international business law and negotiation. He has taught courses in international business law at Osgoode Hall Law School, Toronto, and in international risk assessment at the University of Toronto, School of Continuing Studies. When not flying around the world on deals, he lives and works in Toronto.

Negotiating Feminisms

Author : Eilidh AB Hall
Publisher : Springer Nature
ISBN 13 : 3030506371
Total Pages : 230 pages
Book Rating : 4.0/5 (35 download)

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Book Synopsis Negotiating Feminisms by : Eilidh AB Hall

Download or read book Negotiating Feminisms written by Eilidh AB Hall and published by Springer Nature. This book was released on 2021-03-04 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiating Feminisms examines intergenerational feminism in Chicanx family life. It analyses literary representations of the ways that Chicanas negotiate feminisms in the family across generations, through the maintenance, contestation, and adaptation of traditional gender roles. Using an original theoretical lens of negotiation to read the works of Ana Castillo and Sandra Cisneros, this book unpacks intergenerational resistance to patriarchal oppression. This book shows how the works of Cisneros and Castillo articulate a politics of negotiation that critiques the gendered ideologies and roles of the family. In doing so, the book’s discussion not only engages with literary representations but also connects these representations to the contextual experience of Chicanx family life. This book calls for a rethinking of women characters beyond limited, and limiting, familial roles and uses the framework of feminist negotiation as a means to explore the empowering possibilities of intergenerational female relationships.