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Author : Michael Wheeler
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (112 download)
Download or read book Negotiating with Agility written by Michael Wheeler and published by . This book was released on 2019 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Kathy Beyerchen
Publisher : Business Expert Press
ISBN 13 : 1637424728
Total Pages : 146 pages
Book Rating : 4.6/5 (374 download)
Download or read book Negotiating With Agility written by Kathy Beyerchen and published by Business Expert Press. This book was released on 2023-06-29 with total page 146 pages. Available in PDF, EPUB and Kindle. Book excerpt: At last: a concise, practical guide that shows managers how to create agility at the bargaining table through thoughtful planning and preparation in the weeks, months, and years before formal negotiations begin, and how to do that on top of your regular full-time job. Agility in labor agreement negotiations is the ability to recognize and respond in the moment to threats and opportunities, both anticipated and unexpected. Agility gives you the confidence to talk with a party you may or may not be able to trust and have a conversation the outcome of which will significantly impact your company and future collective bargaining agreements. Agility allows you to pivot.
Download or read book Negotiating with Agility written by and published by . This book was released on 2019 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Agility is crucial to negotiation success. Learn how to craft a strategy that allows you to adapt quickly as the process unfolds.
Author : Tony English
Publisher : Common Ground Publishing
ISBN 13 : 9781863356732
Total Pages : 296 pages
Book Rating : 4.3/5 (567 download)
Download or read book Tug of War written by Tony English and published by Common Ground Publishing. This book was released on 2010 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tony English wrote Tug of War for negotiation experts and others who might be interested in a fresh analytical method which draws on the literature of negotiation but delves into many other disciplines, including international relations, fine arts, philosophy, management, anthropology and psychology. The book focuses on international negotiation but is relevant to negotiation in general. Tony interviewed many veteran negotiators in diplomacy, hostage release and business. He weaves the rich character, skills and experience of individual veterans into the book, and presents two cases in fine detail. The informants include: Hugh Davies, lead British negotiator for the return of Hong Kong to China; Sir Alan Donald, British Ambassador to China and several other countries; Terry Waite, of Beirut kidnap fame; Meg McDonald, Australian Ambassador for the Environment and team leader for the greenhouse gas negotiations at Kyoto; Malcolm Lyon, Australia's lead negotiator for the Torres Strait Treaty with Papua New Guinea; Don Kenyon, Australian Ambassador to Belgium, Luxembourg and the European Union, and former Chairman of the WTO's Dispute Settlement Body; Doug Anderson, Managing Director of P and O Ports; Sam Passow, Research Director of London's Centre for Dispute Resolution; Geoff Goon, a major exporter of fruit and vegetables from Australia to the Middle East; Steven Hochman and Kirk Wolcott, dispute resolution advisers to President Jimmy Carter; and a few others who needed anonymity. Tony also draws on his own experience in several countries. At the core of the book is the tension, which comprises complementary phenomena, both physical and abstract, that compete for influence over our behaviour. Profuse forces generate tensions. Tony presents a model of negotiation context that comprises tensions and the forces generating them. Expert negotiators are expert tension managers and therefore have high 'contextual intelligence', a variation on Robert Sternberg's concept of Successful Intelligence in cognitive psychology. Tony links contextual intelligence with seven traits identified in his veterans. Some writers refer to the tension but neglect its nuances and miss its generic value in analysing negotiations and other human activity as people try to impose manageable order on chaotic information. We are all tension managers, whether or not we are aware of it.
Author : Michael Wheeler
Publisher : Simon and Schuster
ISBN 13 : 1451690444
Total Pages : 320 pages
Book Rating : 4.4/5 (516 download)
Download or read book The Art of Negotiation written by Michael Wheeler and published by Simon and Schuster. This book was released on 2013-10-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.
Author : Pamela Meyer
Publisher : Routledge
ISBN 13 : 1351862405
Total Pages : 187 pages
Book Rating : 4.3/5 (518 download)
Download or read book Agility Shift written by Pamela Meyer and published by Routledge. This book was released on 2016-11-03 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: As contrary as it sounds, "planning" -- as we traditionally understand the term--can be the worst thing a company can do. Consider that volatile weather events disrupt trusted supply chains, markets, and promised delivery schedules. Ever-shifting geo-political tensions, as well as internal political upheaval within U.S. and global governments, derail long-planned new ventures. Technology failures block opportunities. Competitors suddenly change their product or release date; your team cannot meet the pace of innovations in your market niche, leaving you sidelined. There are myriad ways in the current business environment for a company's well-considered business plans to go awry. Most business schools continue to prepare managers to be effective in stable and predictable environments, conditions that, if they ever existed at all, are long gone. The Agility Shift shows business leaders exactly how to make the radical mindset and strategy shift necessary to create an agile, entrepreneurial organization that can innovate and thrive in complex, ever-changing contexts. As author Pamela Meyer explains, there is much more involved than a reconfiguration of the org chart and job descriptions. It requires relinquishing the illusion of control at the very foundation of most management training and business practice. Despite most leaders' approaches, "Agility is not simply accelerated planning." Unlike many agility books on the market, The Agility Shift provides specific, actionable strategies and tactics for leaders at all levels of the organization to put into practice immediately to improve agility and achieve results.
Author : Herminia Ibarra
Publisher :
ISBN 13 : 9781578511778
Total Pages : 139 pages
Book Rating : 4.5/5 (117 download)
Download or read book Negotiation written by Herminia Ibarra and published by . This book was released on 2001 with total page 139 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following items: "Negotiation Analysis: An Introduction" by Michael A. Wheeler; "Rethinking 'Preparation' in Negotiation" by Michael Watkins; "Dealmaking Essentials: Creating and Claiming Value for the Long Term" by James K. Sebenius; "Two Psychological Traps in Negotiation" by George Wu; "How to Frame a Message: The Art of Persuasion and Negotiation" by Lyle Sussman; "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1" by Robert J. Robinson; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "Building Coalitions" by Herminia Ibarra; "Six Habits of Merely Effective Negotiators" by James K. Sebenius; and "Dynamic Negotiation: Seven Propositions About Complex Negotiations" by Michael Watkins.
Author : J. Nyden
Publisher : Springer
ISBN 13 : 1137344156
Total Pages : 234 pages
Book Rating : 4.1/5 (373 download)
Download or read book Getting to We written by J. Nyden and published by Springer. This book was released on 2013-09-09 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.
Author : Geurt Jan de Heus
Publisher : BIS Publishers
ISBN 13 : 9789063694319
Total Pages : 216 pages
Book Rating : 4.6/5 (943 download)
Download or read book Mastering the Art of Negotiation written by Geurt Jan de Heus and published by BIS Publishers. This book was released on 2017-09-19 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The art of negotiation is in searching together for possibilities that serve as many interests as possible. In times where 'win as much as you can' is on the rise worldwide, this is a refreshing alternative.
Author : Randall Englund
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1523097051
Total Pages : 291 pages
Book Rating : 4.5/5 (23 download)
Download or read book The Complete Project Manager written by Randall Englund and published by Berrett-Koehler Publishers. This book was released on 2012-04 with total page 291 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Complete Project Manager: Integrating People, Organizational, and Technical Skills is the practical guide that addresses the “soft” project management skills that are so essential to successful project, program, and portfolio management. Through a storytelling approach, the authors explain the necessary skills—and how to use them—to create an environment that supports project success. They demonstrate both the “why” and the “how” of creatively applying soft project management skills in the areas of leadership, conflict resolution, negotiations, change management, and more. This guide has an accompanying workbook, The Complete Project Manager's Toolkit , sold separately.
Author : Charles S. Loughran
Publisher : BNA Books (Bureau of National Affairs)
ISBN 13 :
Total Pages : 600 pages
Book Rating : 4.3/5 (512 download)
Download or read book Negotiating a Labor Contract written by Charles S. Loughran and published by BNA Books (Bureau of National Affairs). This book was released on 1992 with total page 600 pages. Available in PDF, EPUB and Kindle. Book excerpt: Labor negotiation is like no other negotiation. This book tells you how to plan your strategy, approach difficult topics, and conclude successfully. In step-by-step chapters, the author tells you how to prepare the management team, present your agenda, cost out demands and offers, draft contract language, and more. You get important background facts on negotiating health and welfare benefits, pension plans, and other volatile issues. Plus, the book includes successful approaches for negotiating joint union-management programs such as stock-option plans and gainsharing. The author explains the law with real-life examples to guide you to a cooperative, mutually beneficial agreement.
Author : Tim Ohai
Publisher : John Wiley & Sons
ISBN 13 : 1118064291
Total Pages : 257 pages
Book Rating : 4.1/5 (18 download)
Download or read book Sales Chaos written by Tim Ohai and published by John Wiley & Sons. This book was released on 2011-04-27 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if chaos is good? What if random complexity is not the enemy, but a competitive asset instead? Could it be possible to thrive in the chaos, to actually harness it during your sales conversations? Sales Chaos is a groundbreaking book that outlines a new paradigm that applies the latest research and the scientific principles of chaos theory to the challenges facing today's sales professional. The result of this philosophy creates a whole new approach to business, one in which sales conversations are driven by relevance, not simple activity. It's called Agility Selling. Agility Selling is not a sales technique. Nor is it a sales process. While techniques and processes have value, Agility Selling is bigger than that. It is a genuinely fresh approach to selling, birthed by chaos and grounded in science. Agility Selling is a methodology designed to help you identify repeatable and predictable patterns in the complex world of selling so that you can consistently be more relevant than your competition and create more value for your clients. It doesn't matter if you are new to sales or a seasoned professional; Sales Chaos provides the key information any seller should know to turn the scientific theory of Agility Selling into more relevant sales conversations and bottom-line sales results. Learn more about the practices behind the book at www.saleschaos.com
Author : Karen S. Walch
Publisher : John Wiley & Sons
ISBN 13 : 1119374901
Total Pages : 195 pages
Book Rating : 4.1/5 (193 download)
Download or read book Quantum Negotiation written by Karen S. Walch and published by John Wiley & Sons. This book was released on 2017-11-20 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.
Author : Neha Chatwani
Publisher : Palgrave Pivot
ISBN 13 : 9783030172480
Total Pages : 0 pages
Book Rating : 4.1/5 (724 download)
Download or read book Organisational Agility written by Neha Chatwani and published by Palgrave Pivot. This book was released on 2019-05-24 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The agility paradigm suggests that knowledge management is central to an organisations’ capability to proactively anticipate environmental changes and respond to them effectively. This book specifically explores how organisational identity impacts knowledge flows within an organisation, influencing and negotiating its responsiveness. By looking at agility through the identity lens the author takes a cross-disciplinary approach that aims at offering a new and important perspective towards our current understanding of change management and in particular, of the agility model, making this book a valuable resource for students, researchers and practitioners.
Author : Peter Sander
Publisher : Simon and Schuster
ISBN 13 : 1507202695
Total Pages : 256 pages
Book Rating : 4.5/5 (72 download)
Download or read book Negotiating 101 written by Peter Sander and published by Simon and Schuster. This book was released on 2017-06-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Deskripsi A quick-and-easy guide to core business and career concepts—no MBA required! The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses. In today’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep. From hiring and firing to strategizing and calculating revenues, Negotiating 101: From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating by Peter Sander is an easy-to-understand roadmap of today’s complex business world, packed with hundreds of entertaining tidbits and concepts that can’t be found anywhere else. So whether you’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way. Tentang Penulis Peter Sander is an author, researcher, and consultant in the fields of business, location reference, and personal finance. He has written more than forty books, including Value Investing for Dummies, Personal Finance for Entrepreneurs, and 101 Things Everyone Should Know About Economics. The author of numerous articles dealing with investment strategies, he is also the coauthor of the top-selling the 100 Best Stocks series.
Author : Karen S. Walch
Publisher : John Wiley & Sons
ISBN 13 : 1119374863
Total Pages : 192 pages
Book Rating : 4.1/5 (193 download)
Download or read book Quantum Negotiation written by Karen S. Walch and published by John Wiley & Sons. This book was released on 2017-12-11 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.
Author : Donald Dell
Publisher : Penguin
ISBN 13 : 1101133430
Total Pages : 157 pages
Book Rating : 4.1/5 (11 download)
Download or read book Never Make the First Offer written by Donald Dell and published by Penguin. This book was released on 2009-08-20 with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: "On a handshake, I've trusted Donald Dell with my life." -Arthur Ashe, U.S. Open champion Good negotiators know the rules. Great negotiators know when to break those rules. And then there are the true master dealmakers, like the pioneering sports lawyer Donald Dell. Over the last four decades, he has fought for some of the biggest stars in the world-Michael Jordan, Jimmy Connors, Patrick Ewing, Andy Roddick, Stan Smith, and dozens of others. Dell is tough enough to look the general manager of the L.A. Lakers in the eye and say, "We can talk about the weather or the movies or your sex life, whatever you want, but we're not going any further until you make an opening offer." On the other hand, he's shrewd enough to know when the managing partner of the Chicago Bulls was about to lowball Michael Jordan by $40 million-unless Dell could grab the advantage by naming his number first. Now Dell reveals the advanced strategies and tactics that he has developed over a lifetime of high-stakes deals. Whether you're making endorsement deals for superstars, negotiating your next salary, or just trying to sell your old car, Dell's wisdom will help you get every possible advantage.
