Negotiating The Sweet Spot

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Negotiating the Sweet Spot

Author : Leigh Thompson
Publisher : HarperCollins Leadership
ISBN 13 : 140021744X
Total Pages : 257 pages
Book Rating : 4.4/5 (2 download)

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Book Synopsis Negotiating the Sweet Spot by : Leigh Thompson

Download or read book Negotiating the Sweet Spot written by Leigh Thompson and published by HarperCollins Leadership. This book was released on 2020-07-14 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everybody negotiates at various points every day, be it in life or business, and it’s important to get it right. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the “sweet spot,” is a skill that takes practice but is also one that anybody can learn. Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies “hacks” because they work but don’t require a lot of investment, training, expense, and time. You don’t have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life’s negotiations. In Negotiating the Sweet Spot, benefits include learning the following: Understanding where the sweet spot is in the deals you negotiate Adopting a big-picture mind-set when approaching any negotiation Seeing negotiations less as win-lose battles and more as opportunities to use problem-solving skills Utilizing a tool kit of “hacks” that will work in any negotiation and have been proven effective by a top expert in the field Negotiating the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation.

No

Author : Jim Camp
Publisher : Three Rivers Press
ISBN 13 : 9780307345745
Total Pages : 0 pages
Book Rating : 4.3/5 (457 download)

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Book Synopsis No by : Jim Camp

Download or read book No written by Jim Camp and published by Three Rivers Press. This book was released on 2007 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Teaches how to be a more effective negotiator in one's professional and personal lives, covering the power of great questions, control of emotion, why "no" is better than "yes" or "maybe," and other related topics.

Start with No

Author : Jim Camp
Publisher : Crown Currency
ISBN 13 : 1400045290
Total Pages : 287 pages
Book Rating : 4.4/5 ( download)

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Book Synopsis Start with No by : Jim Camp

Download or read book Start with No written by Jim Camp and published by Crown Currency. This book was released on 2011-12-07 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.

Negotiation Theory and Research

Author : Leigh L. Thompson
Publisher : Psychology Press
ISBN 13 : 1135423520
Total Pages : 237 pages
Book Rating : 4.1/5 (354 download)

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Book Synopsis Negotiation Theory and Research by : Leigh L. Thompson

Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 237 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

The Mind and Heart of the Negotiator

Author : Leigh L. Thompson
Publisher :
ISBN 13 : 9781292023199
Total Pages : 398 pages
Book Rating : 4.0/5 (231 download)

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Book Synopsis The Mind and Heart of the Negotiator by : Leigh L. Thompson

Download or read book The Mind and Heart of the Negotiator written by Leigh L. Thompson and published by . This book was released on 2013 with total page 398 pages. Available in PDF, EPUB and Kindle. Book excerpt: For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate-whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

How to Negotiate to Win Everytime

Author : Irina Bristow
Publisher : Zee Publishing
ISBN 13 :
Total Pages : 66 pages
Book Rating : 4.:/5 (661 download)

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Book Synopsis How to Negotiate to Win Everytime by : Irina Bristow

Download or read book How to Negotiate to Win Everytime written by Irina Bristow and published by Zee Publishing. This book was released on 2022-12-26 with total page 66 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Who else wants to win and succeed at negotiations, without pissing people off?" The goal of this book is to expose readers to the most advanced tactics and strategies in the field of negotiation, and to provide a roadmap for how these tactics apply in specific business settings. But we'll do it in such a way that we get what we want, while making the other party happy and satisfied about the deal. With this knowledge in hand, readers will be able to recognize and overcome the most frequently encountered negotiating tactics. They’ll also be able to enhance their own negotiation techniques in the most practical way. In this book you'll learn about: Negotiation Psychology How Persuasion is used in Negotiations Manipulative Negotiation tactics Stages of a Negotiation Communication is essential Negotiation is a systematic exploration of both parties listen more and talk less. Identifying hidden interests Setting goals is the only path to success Prepare for success. Setting limits organize your thoughts. Reading body language. To turn off the anger, hit the pause button. Deal with obstacles. tips on how you can turn a failure into an opportunity improve the outcome of your negotiations. Being a problem solver. Win-Lose Negotiation. Subtle Skills for Building Rapport with NLP Developing sensory acuity to building rapport And so much more... Grab your copy today!

Negotiate to Win

Author : Jim Thomas
Publisher : Harper Collins
ISBN 13 : 0061750182
Total Pages : 324 pages
Book Rating : 4.0/5 (617 download)

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Book Synopsis Negotiate to Win by : Jim Thomas

Download or read book Negotiate to Win written by Jim Thomas and published by Harper Collins. This book was released on 2009-10-13 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the Power Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating, including: The 21 rules of successful negotiating -- and how to defend against them! "Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others Why Americans are among the worst negotiators on Earth How to overcome your natural reluctance to bargain Why win-win negotiating is so vital How to thoroughly prepare for your negotiations How to deal with counterparts who intimidate or harass you How to negotiate ethically -- and deal with those who don't How to negotiate more successfully across cultural lines Thomas's Truisms -- 50 memorable negotiating maxims The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!

The Truth about Negotiations

Author : Leigh Thompson
Publisher : Pearson Education
ISBN 13 : 0133353443
Total Pages : 213 pages
Book Rating : 4.1/5 (333 download)

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Book Synopsis The Truth about Negotiations by : Leigh Thompson

Download or read book The Truth about Negotiations written by Leigh Thompson and published by Pearson Education. This book was released on 2013 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new "truths" and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson: Provides realistic game plans that work in any negotiation situation Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine Demonstrates how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don't trust, recognizing when to walk away, negotiating with people you don't like - and conversely, negotiating with people you love, and who love you She guides you every step of the way, helping you plan strategy, understand your "best alternative to a negotiated agreement," make the first offer, control the process (and your emotions), resolve difficult disputes, and achieve the negotiation goals that matter most.

Spartan Up!

Author : Joe De Sena
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 0544286170
Total Pages : 223 pages
Book Rating : 4.5/5 (442 download)

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Book Synopsis Spartan Up! by : Joe De Sena

Download or read book Spartan Up! written by Joe De Sena and published by Houghton Mifflin Harcourt. This book was released on 2014 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: A life strategy guide by the creator of the Spartan Race explains how the principles that bring about success in an extreme sports environment can help anyone achieve his or her full potential in life, business, and relationships.

Say Less, Get More

Author : Fotini Iconomopoulos
Publisher : Jaico Publishing House
ISBN 13 : 9393559236
Total Pages : 337 pages
Book Rating : 4.3/5 (935 download)

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Book Synopsis Say Less, Get More by : Fotini Iconomopoulos

Download or read book Say Less, Get More written by Fotini Iconomopoulos and published by Jaico Publishing House. This book was released on 2023-01-18 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unconventional Negotiation Techniques to Get What You Want NEGOTIATION WITHOUT FEAR, FOR EVERYONE, EVERYWHERE. Nicknamed “the Negotiator” as a child, Fotini Iconomopoulos has been honing her skills her entire life. Now Iconomopoulos shares her simple, innovative strategies, debunks common negotiation myths and explains how effective negotiation can happen all around us in situations big and small. In Say Less, Get More you’ll find out how to: ASSESS YOUR SITUATION so you can adjust your negotiation tactics accordingly UNDERSTAND who you are negotiating with, their background and goals MANAGE THE NEGOTIATION PROCESS to overcome obstacles and find common ground COMMUNICATE EFFECTIVELY by learning what to say and when to say it Armed with Iconomopoulos’s sensible strategies and proven advice, you’ll be able to cultivate relationships and confidently get what you want in business and in life.

Negotiating at Work

Author : Deborah M. Kolb
Publisher : John Wiley & Sons
ISBN 13 : 1118352416
Total Pages : 292 pages
Book Rating : 4.1/5 (183 download)

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Book Synopsis Negotiating at Work by : Deborah M. Kolb

Download or read book Negotiating at Work written by Deborah M. Kolb and published by John Wiley & Sons. This book was released on 2015-01-27 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.

My Shadow Is My Skin

Author : Katherine Whitney
Publisher : University of Texas Press
ISBN 13 : 147732027X
Total Pages : 297 pages
Book Rating : 4.4/5 (773 download)

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Book Synopsis My Shadow Is My Skin by : Katherine Whitney

Download or read book My Shadow Is My Skin written by Katherine Whitney and published by University of Texas Press. This book was released on 2020-03-16 with total page 297 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Iranian revolution of 1979 launched a vast, global diaspora, with many Iranians establishing new lives in the United States. In the four decades since, the diaspora has expanded to include not only those who emigrated immediately after the revolution but also their American-born children, more recent immigrants, and people who married into Iranian families, all of whom carry their own stories of trauma, triumph, adversity, and belonging that reflect varied and nuanced perspectives on what it means to be Iranian or Iranian American. The essays in My Shadow Is My Skin are these stories. This collection brings together thirty-two authors, both established and emerging, whose writing captures the diversity of diasporic experiences. Reflecting on the Iranian American experience over the past forty years and shedding new light on themes of identity, duality, and alienation in twenty-first-century America, the authors present personal narratives of immigration, sexuality, marginalization, marriage, and religion that offer an antidote to the news media’s often superficial portrayals of Iran and the people who have a connection to it. My Shadow Is My Skin pulls back the curtain on a community that rarely gets to tell its own story.

Quiet Success

Author : Tomas Kucera
Publisher :
ISBN 13 : 9788090839908
Total Pages : 388 pages
Book Rating : 4.8/5 (399 download)

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Book Synopsis Quiet Success by : Tomas Kucera

Download or read book Quiet Success written by Tomas Kucera and published by . This book was released on 2022-01-30 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book will help you find the right path and have a successful career. You will learn about your strengths and values, discover what is critical for a successful career, explore what options are available to you and how to get there.

Unlocking Yes

Author : Patrick Tinney
Publisher : Patrick Tinney
ISBN 13 : 9780993828416
Total Pages : 196 pages
Book Rating : 4.8/5 (284 download)

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Book Synopsis Unlocking Yes by : Patrick Tinney

Download or read book Unlocking Yes written by Patrick Tinney and published by Patrick Tinney. This book was released on 2015-04-23 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlocking Yes: Sales Negotiation Lessons & Strategy specifically addresses the negotiation needs of sales professionals. Using real life examples, learn how to engage professional buyers who are well-schooled in procurement and negotiation practices and bring relationship-based selling to profitable closures. Owning Unlocking Yes gives readers access to sales negotiation success stories and is truthful in the hard lessons learned when things went wrong. Familiarize yourself with examples of 12 negotiation strategies sophisticated buyers use on professional sellers along with tips to navigate these bargaining strategies. Unlocking Yes is current, relevant and adds value to any sales organization or individuals making large purchases because it is philosophically results based.

Creative Conspiracy

Author : Leigh Thompson
Publisher : Harvard Business Press
ISBN 13 : 1422187578
Total Pages : 240 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Creative Conspiracy by : Leigh Thompson

Download or read book Creative Conspiracy written by Leigh Thompson and published by Harvard Business Press. This book was released on 2013-01-01 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Embracing the Counterintuitive Side of Collaboration Think of your to-do list at work. Chances are the most important tasks require you to work with others—and the success of those endeavors depends on the effectiveness of your collaboration. According to management expert Leigh Thompson, collaboration that is conscious, planned, and focused on generating new ideas builds excitement and produces what she calls a “creative conspiracy.” Teams that conspire to organize themselves, motivate one another, and combine their talents to meet creative challenges are the hallmark of the most successful organizations. In this book, Thompson reveals the keys to the kind of collaboration that allows teams to reach their full creative potential and maximize their results. She also reveals a host of surprising findings; for example: • Left to their own devices, teams are less creative than individuals • Providing “rules” to teams actually increases inventiveness • Striving for quality results in less creativity than striving for quantity • Fluctuating membership enhances a team’s innovation • Most leaders cannot articulate the four basic rules of brainstorming Thompson combines broad-ranging research with real-life examples to offer strategies and practices designed to help teams and their leaders capitalize on what actually works when it comes to creative collaboration. Creative Conspiracy challenges managers to adopt an unconventional approach to leading teams that, done right, will lead to the creative success of every team—and every organization.

Negotiate Without Fear

Author : Victoria Medvec
Publisher : John Wiley & Sons
ISBN 13 : 1119719097
Total Pages : 263 pages
Book Rating : 4.1/5 (197 download)

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Book Synopsis Negotiate Without Fear by : Victoria Medvec

Download or read book Negotiate Without Fear written by Victoria Medvec and published by John Wiley & Sons. This book was released on 2021-07-14 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.

The Power of Nice

Author : Ronald M. Shapiro
Publisher : John Wiley & Sons
ISBN 13 : 1118969634
Total Pages : 288 pages
Book Rating : 4.1/5 (189 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 2015-01-12 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to get what you want without burning bridges In this revised and updated edition of the renowned classic The Power of Nice, negotiations expert, sports agent, New York Times bestselling author, attorney, business leader and educator, Ron Shapiro, shares the key principles of effective negotiation through a combination of a time-tested process, anecdotes, and exercises. Drawing on his unparalleled experiences from the worlds of sports, law, business and politics, as well as dealing with life issues common to us all, Shapiro takes you through the steps of his systematic approach: The Three Ps, Prepare-Probe-Propose. Learn how to use the process to empower you in negotiations. Regardless of your level of experience or the extent of your confidence, you will get what you want while building stronger relationships for the future. This updated edition contains: Significant new material including an expanded view of its applicability to a broad array of business and life challenges a new streamlined version of the Preparation Checklist a more precise understanding of the concept of WIN-win forewords by Cal Ripken, Jr., and Ambassador Charlene Barshefsky, and an Epilogue highlighting negotiation lessons from the life of Nelson Mandela The book also provides a link to reinforcement of its lessons through the website of the Shapiro Negotiations Institute. Whether you are negotiating with, among others, a customer or client, a boss or government official, or even setting a teenager's curfew or getting a last seat on an airplane, this invaluable guide will help you read the other side and bring the power of human psychology and a time-tested process to the negotiating table. If you're tired of uneven "compromise" and the feeling of being manipulated, turn the tables for good with The Power of Nice, and learn strength from the master himself.