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Negotiation Tactics
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Book Synopsis Negotiation Techniques (That Really Work!) by : Stephan Schiffman
Download or read book Negotiation Techniques (That Really Work!) written by Stephan Schiffman and published by Simon and Schuster. This book was released on 2009-11-18 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales is all about negotiation. Price. Delivery. Terms. And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there. Things can be tough out there. But with Schiffman's negotiation skills in your pocket, you can do battle and win.
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 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 Negotiation Book by : Steve Gates
Download or read book The Negotiation Book written by Steve Gates and published by John Wiley & Sons. This book was released on 2015-10-08 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage
Download or read book Negotiation written by David Churchman and published by University Press of America. This book was released on 1995 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study outlines and defines key terms and concepts behind negotiation tactics that have been effective throughout history. It is completed with a glossary of over 50 terms used in negotiations.
Download or read book Negotiation written by Lavinia Hall and published by SAGE. This book was released on 1993 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Comprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.
Book Synopsis Practical Negotiating by : Tom Gosselin
Download or read book Practical Negotiating written by Tom Gosselin and published by John Wiley & Sons. This book was released on 2007-08-17 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Practical Negotiating: Tools, Tactics & Techniques "Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation." —Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work "There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!" —Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay "Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues." —Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them "Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it's practical, thoughtful, and insightful." —Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company "Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended." —Steve Hopkins, Publisher, Executive Times "Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field." —Keith G. Slater, former director of International Development, Ingersoll Rand "This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools." —Dr. Rita Smith, Dean, Ingersoll Rand University
Book Synopsis Bargaining for Advantage by : G. Richard Shell
Download or read book Bargaining for Advantage written by G. Richard Shell and published by Penguin. This book was released on 2006-05-02 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Book Synopsis Trump-Style Negotiation by : George H. Ross
Download or read book Trump-Style Negotiation written by George H. Ross and published by John Wiley & Sons. This book was released on 2010-12-14 with total page 237 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ever since he wrote The Art of the Deal, Trump has been the world’s most famous negotiator—even though he didn’t reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner.
Book Synopsis Trump: The Art of the Deal by : Donald J. Trump
Download or read book Trump: The Art of the Deal written by Donald J. Trump and published by Ballantine Books. This book was released on 2009-12-23 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: President Donald J. Trump lays out his professional and personal worldview in this classic work—a firsthand account of the rise of America’s foremost deal-maker. “I like thinking big. I always have. To me it’s very simple: If you’re going to be thinking anyway, you might as well think big.”—Donald J. Trump Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker’s art. And throughout, Trump talks—really talks—about how he does it. Trump: The Art of the Deal is an unguarded look at the mind of a brilliant entrepreneur—the ultimate read for anyone interested in the man behind the spotlight. Praise for Trump: The Art of the Deal “Trump makes one believe for a moment in the American dream again.”—The New York Times “Donald Trump is a deal maker. He is a deal maker the way lions are carnivores and water is wet.”—Chicago Tribune “Fascinating . . . wholly absorbing . . . conveys Trump’s larger-than-life demeanor so vibrantly that the reader’s attention is instantly and fully claimed.”—Boston Herald “A chatty, generous, chutzpa-filled autobiography.”—New York Post
Book Synopsis Bare Knuckle Negotiating by : Simon Hazeldine
Download or read book Bare Knuckle Negotiating written by Simon Hazeldine and published by Cabal Group Limited. This book was released on 2006-04 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written by a veteran salesman and negotiator with a track record spanning millions of pounds in sealed deals, this book draws on the most advanced techniques used today by elite negotiators and professional influencers.
Book Synopsis 99 Negotiating Strategies by : David Rosen
Download or read book 99 Negotiating Strategies written by David Rosen and published by Createspace Independent Publishing Platform. This book was released on 2016-09-28 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the most complete catalogue of cutting-edge negotiating tactics ever published. This blockbuster work is written as a playbook, a field guide, so lawyers, sales professionals and other dealmakers will actively use it as negotiations proceed. Use the tactics individually or in combinations. Swap them in and out as negotiations proceed for maximum effectiveness, to keep your adversary off balance, to calm them, or to close the deal. Negotiations are fluid and the mood can change. Sticking to a single approach can lead to deal failure. Rosen says a superior negotiator always adjusts as a deal progresses, just as a winning coach makes in-game adjustments. There is no filler here. There are no war stories. This is not a biography of David Rosen's career. It is exactly what the title says - an easy-to-use directory of powerful negotiating tactics. Each technique is succinctly explained, many with useful examples. The descriptions range in length from a single paragraph to a few pages. While there are many very sophisticated principles at work in Rosen's catalogue of techniques, each is simply explained. This is not an academic work. It is a tool, a device, just like a notepad, a pen or a calculator, for dealmaking pros to reference constantly. Rosen gets high marks for his opening discussion of ethics. The tactics he compiled here are extremely powerful, and readers should use caution in deciding how to apply them. Some incorporate powerful psychological principles and are proven to work based on decades of heavy academic research. To quote Rosen from the book's Authors Note, "Some negotiators may find ideas in this book too aggressive, but that is a matter of perspective. It is not a matter of right versus wrong, or ethical versus unethical. One may be a principled and hardcore competitive negotiator or an unprincipled, unethical collaborative negotiator. So a given negotiator's description of a tactic as too "aggressive" is really nothing more than his or her marking of the spot on the style continuum beyond which he or she no longer feels comfortable. Another negotiator might feel discomfort far short of that first negotiator's comfort spectrum. Others still may feel no discomfort even at the extremes." Who will benefit from this collection of advanced strategies? Lawyers, negotiators, sales organizations and sales professionals, business owners, mediators, and anyone involved in negotiating, dealmaking, selling, cold-calling, following up and closing deals. What will you learn? A small sample of the dozens of tactics: motivating others to buy, sell or reach other agreement; overcoming objections; creating or deflating a sense of urgency; helping opposing negotiators sell your deal to their own clients; overwhelming the opposition; and strategic uses of silence and indecision. But Rosen takes you far beyond that, and far beyond the other, generic books on the market. He introduces you to deeply-researched psychological principles, such as Prospect Theory, Coase Theorem, Asch Conformity principles and concepts like reciprocity, scarcity and consistency. Each is simply explained in a way that teaches you how to use them to achieve superior outcomes. Other books on negotiating don't even address these critical topics. Rosen explains them and shows you how they work. Buy this guide, study it, and keep it with you. There are so many potent and compelling techniques that you'll never remember them all. One thing's for sure, however. Once you become familiar with Rosen's easy-to-understand strategies, you'll never negotiate without this book 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.
Book Synopsis HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) by : Harvard Business Review
Download or read book HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) written by Harvard Business Review and published by Harvard Business Press. This book was released on 2019-04-30 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Book Synopsis The Art of Negotiation by : Michael Wheeler
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.
Download or read book 3-D Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.
Book Synopsis Negotiation by : Robert C. Worthington
Download or read book Negotiation written by Robert C. Worthington and published by . This book was released on 2015-11 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
