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Negotiation Basics
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Book Synopsis Negotiation Basics by : Ralph A. Johnson
Download or read book Negotiation Basics written by Ralph A. Johnson and published by SAGE. This book was released on 1993 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems.
Book Synopsis NEGOTIATION BASICS FOR CULTURAL RESOURCE MANAGERS by : Nicholas Dorochoff
Download or read book NEGOTIATION BASICS FOR CULTURAL RESOURCE MANAGERS written by Nicholas Dorochoff and published by Left Coast Press. This book was released on 2007-04-15 with total page 135 pages. Available in PDF, EPUB and Kindle. Book excerpt: Nicholas Dorochoff offers the heritage management community the benefit of decades of thinking on negotiation from the business world in a brief, practical guidebook.
Book Synopsis Negotiation Basics by : Ralph A. Johnson
Download or read book Negotiation Basics written by Ralph A. Johnson and published by SAGE. This book was released on 1993 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: "It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.
Book Synopsis Negotiation Basics by : Charles P. Lickson
Download or read book Negotiation Basics written by Charles P. Lickson and published by Thomson. This book was released on 2005 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. This kind of negotiating is known as win-win or collaborative problem solving.
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Book Synopsis Mergers and Acquisitions Basics by : Donald DePamphilis
Download or read book Mergers and Acquisitions Basics written by Donald DePamphilis and published by Academic Press. This book was released on 2010-10-29 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiations form the heart of mergers and acquisitions efforts, for their conclusions contain both anticipated and unforeseen implications. Don DePamphilis presents a summary of negotiating and deal structuring that captures its dynamic process, showing readers how brokers, bankers, accountants, attorneys, tax experts, managers, investors, and others must work together and what happens when they don't. Writtten for those who seek a broadly-based view of M&A and understand their own roles in the process, this book treads a middle ground between highly technical and dumbed-down descriptions of complex events. It mixes theory with case studies so the text is current and useful. Unique and practical, this book can add hard-won insights to anybody's list of M&A titles.. Presents negotiation as a team effort Includes all participants, from investment bankers to accountants and business managers Emphasizes the interactive natures of decisions about assets, payments, and appropriate legal structures Written for those who seek summarizing, non-technical information
Book Synopsis Negotiation Basics by : armando cavanha
Download or read book Negotiation Basics written by armando cavanha and published by armando cavanha. This book was released on 2009 with total page 60 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Techniques
Book Synopsis Negotiation Basics for Cultural Resource Managers by : Nicholas Dorochoff
Download or read book Negotiation Basics for Cultural Resource Managers written by Nicholas Dorochoff and published by Routledge. This book was released on 2016-09-16 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: Anyone in the cultural resource management world will tell you that much of the job is successfully negotiating consensus on a course of action between various stakeholders. In this volume, Nicholas Dorochoff offers the heritage management community the benefit of decades of thinking on negotiation where it is practiced daily—the business world. Brief, practical, and geared specifically for cultural resource managers, consultants, and other interested parties, the author slices the negotiation process into its various component parts and steps. In a workshop fashion, Dorochoff takes the reader through the negotiation process, showing where conflicts can arise, how they can be solved, and how a clear understanding of negotiation strategies can lead to successful resolutions. Real world examples, checklists, and resources are included. This handy guide can save cultural resource professionals from months of stalled negotiation on key projects.
Book Synopsis Business Negotiating Basics by : Peter Economy
Download or read book Business Negotiating Basics written by Peter Economy and published by Irwin Professional Publishing. This book was released on 1994 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's organizations negotiations are not limited solely to buying and selling situations. Almost every business interaction involves some amount of negotiating. Business Negotiating Basics shows you how to identify negotiation situations, and provides a highly effective system for dealing with these everyday challenges. Inside you'll find numerous real-world examples that offer effective ideas you can draw from; the author's unique PREP system that can be used with all negotiating efforts; proven skills that apply to negotiations between manager and staff, and manager and manager, as well as with anyone outside the organization; and jargon-free explanations that are easy to understand and apply. Quick and full of ideas you can use immediately, Business Negotiating Basics provides seven basic techniques that take you step-by-step through the negotiation process. It's all here - from the beginning of the negotiation to closing the deal - in a resource you'll use again and again.
Book Synopsis Making Negotiations Predictable by : David De Cremer
Download or read book Making Negotiations Predictable written by David De Cremer and published by Springer. This book was released on 2012-12-11 with total page 170 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an effective negotiator for business success. In Making Negotiations Predictable, two global experts give crucial insights into getting it right.
Book Synopsis Negotiating for Success: Essential Strategies and Skills by : George J. Siedel
Download or read book Negotiating for Success: Essential Strategies and Skills written by George J. Siedel and published by Van Rye Publishing, LLC. This book was released on 2014-10-04 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
Book Synopsis Negotiating Globally by : Jeanne M. Brett
Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2012-10-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.
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.
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.
Author :Society for Human Resource Management (U.S.) Publisher :Business Literacy for HR Profe ISBN 13 :9781591395744 Total Pages :355 pages Book Rating :4.3/5 (957 download)
Book Synopsis The Essentials of Negotiation by : Society for Human Resource Management (U.S.)
Download or read book The Essentials of Negotiation written by Society for Human Resource Management (U.S.) and published by Business Literacy for HR Profe. This book was released on 2005 with total page 355 pages. Available in PDF, EPUB and Kindle. Book excerpt: This hands-on book explains the basics of how to prepare for and conduct a negotiation, and offers specific strategies for negotiating effectively with employees, bosses, customers, vendors, and other key groups HR professionals consistently work with. Today's HR professionals work side by side with senior executives to devise a strategy for their organizations and to marshal the talent and resources to implement it. That means going beyond the traditional HR domain and mastering the fundamentals of all aspects of business and management. The Business Literacy for HR Professionals series, developed in conjunction with the Society for Human Resource Management, is designed to help HR professionals do exactly that. Covering essential areas such as negotiation, decision making, change management, finance, and more, these highly practical books will help HR professionals in their goal to be true strategic partners who bring additional bottom line value to their organizations.
Book Synopsis Business Negotiating Basics, Intl by : Peter Economy
Download or read book Business Negotiating Basics, Intl written by Peter Economy and published by McGraw-Hill Education. This book was released on 1993-11-01 with total page 173 pages. Available in PDF, EPUB and Kindle. Book excerpt: Quick and full of ideas you can use immediately, Business Negotiating Basics provides seven basic techniques that take you step-by-step through the negotiation process. It's all here - from the beginning of the negotiation to closing the deal - in a resource you'll use again and again.
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.
