Structured Negotiation

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Structured Negotiation

Author : Lainey Feingold
Publisher : A11y Books
ISBN 13 : 0578310465
Total Pages : 419 pages
Book Rating : 4.5/5 (783 download)

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Book Synopsis Structured Negotiation by : Lainey Feingold

Download or read book Structured Negotiation written by Lainey Feingold and published by A11y Books. This book was released on 2021-10-13 with total page 419 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Lainey is the expert on how to work collaboratively to create long term societal inclusion.” — Jenny Lay-Flurrie, Chief Accessibility Officer, Microsoft “This fantastic guide to structured negotiations provides valuable insights for anyone interested in becoming a better advocate. I really enjoyed reading this book and appreciate all the lessons within.” — Haben Girma, Human rights lawyer and author of the best seller, Haben, the Deafblind Woman Who Conquered Harvard Law. ——— Structured Negotiation: A Winning Alternative to Lawsuits shares stories and strategies from 25 years of successful collaborations between the disability community and some of the largest public and private organizations in the United States. Born at the intersection of accessibility, technology, disability, and dispute resolution, the pioneering strategy described in this book has been instrumental in creating a more inclusive digital world for a quarter century. First published by the American Bar Association in 2016, the Second Edition includes new Structured Negotiation win-wins, other new content, and Forewords by Haben Girma, author of the best-selling Haben: The Deafblind Woman Who Conquered Harvard Law and by Susana Sucunza, Basque Country Spain collaborative lawyer and president of the Basque Country Collaborative Law Association. Not just for lawyers, the book offers an effective and path-breaking method to resolve disputes without lawsuits, and to lessen the conflict and expense of filed cases. Lawsuits play an important role in moving society forward. But the legal profession ― and the public it serves ― deserve less costly, less stressful, and more cooperative and ethical alternatives. Clients need a forum where stories matter. Would-be defendants need a process that allows them to do the right thing without having to prove there is no problem to begin with.

Structured Negotiations

Author : Lainey Feingold
Publisher :
ISBN 13 : 9781634255448
Total Pages : 227 pages
Book Rating : 4.2/5 (554 download)

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Book Synopsis Structured Negotiations by : Lainey Feingold

Download or read book Structured Negotiations written by Lainey Feingold and published by . This book was released on 2016-08 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Negotiation Book

Author : Steve Gates
Publisher : John Wiley & Sons
ISBN 13 : 1119155517
Total Pages : 232 pages
Book Rating : 4.1/5 (191 download)

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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 232 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

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

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.

3-d Negotiation

Author : David A. Lax
Publisher : Harvard Business Press
ISBN 13 : 1422143449
Total Pages : 304 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis 3-d Negotiation by : David A. Lax

Download or read book 3-d Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006-08-24 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

Value Negotiation

Author : Horacio Falcão
Publisher : Financial Times/Prentice Hall
ISBN 13 : 9789810681432
Total Pages : 0 pages
Book Rating : 4.6/5 (814 download)

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Book Synopsis Value Negotiation by : Horacio Falcão

Download or read book Value Negotiation written by Horacio Falcão and published by Financial Times/Prentice Hall. This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the most possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation. In Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation. And in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. Value Negotiation also comes with a comprehensive Instructor's Package that includes an instructor's manual, a set of teaching slides, and 14 short videos that portray common scenarios that negotiators are likely to encounter in real life.

Enforcement or Negotiation

Author : Neal Shover
Publisher : SUNY Press
ISBN 13 : 9780887063435
Total Pages : 218 pages
Book Rating : 4.0/5 (634 download)

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Book Synopsis Enforcement or Negotiation by : Neal Shover

Download or read book Enforcement or Negotiation written by Neal Shover and published by SUNY Press. This book was released on 1986-01-01 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: Enforcement or Negotiation presents a study of the development and operations of the federal Office of Surface Mining Reclamation and Enforcement during its first four years (1978-82), with special emphasis on the issue of regulatory enforcement. It examines the causes and consequences of the agency's change from an enforced compliance style of regulation toward a more discretionary negotiated compliance . The analysis is grounded in a variety of methods, including personal interviews, examination of archival data, and structured questionnaires. A comparative analysis of how the legislation was implemented differently in two regions of the United States demonstrates the crucial importance of local conditions on the implementation of regulatory mandates. The OSM's efforts to balance demands for equity and efficiency are documented, as well as the differences in oppositional strategies employed by large and small mining companies.

The Yes Book

Author : Clive Rich
Publisher : Random House
ISBN 13 : 144813269X
Total Pages : 354 pages
Book Rating : 4.4/5 (481 download)

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Book Synopsis The Yes Book by : Clive Rich

Download or read book The Yes Book written by Clive Rich and published by Random House. This book was released on 2013-03-28 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is fundamental to our lives; whether it’s getting your kids to eat their greens, making your case for a pay rise, or trying to secure a multi-million pound deal for your company. However, negotiation has changed. It's no longer about confrontation where there are winners and losers. Collaboration is now the name of the game. YouGov research commissioned for this book shows UK PLC is losing £9 million per hour from poor negotiating – £17 billion per year. Can you afford to be without a modern framework for deal-making? In The Yes Book, Clive Rich provides a method for generating success based on years of experience working for or with major organisations and super brands including Sony, Yahoo, Apple, the BBC, Tesco, and Simon Cowell's Syco, during a negotiating career in which he has brokered more than £10 billion worth of deals. By breaking negotiation into its three key elements of Attitude, Behaviour and Process, he helps you learn how to shape, create and close deals. You will discover what your negotiating style is, and how you can apply it to influence others and give yourself the edge. This is the ultimate guide to using the power of negotiation to get more of what you want, in both business and life outside the office.

The Art of Negotiation

Author : Michael Wheeler
Publisher : Simon and Schuster
ISBN 13 : 1451690444
Total Pages : 320 pages
Book Rating : 4.4/5 (516 download)

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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.

Structured Decision Making

Author : Robin Gregory
Publisher : John Wiley & Sons
ISBN 13 : 1444333410
Total Pages : 315 pages
Book Rating : 4.4/5 (443 download)

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Book Synopsis Structured Decision Making by : Robin Gregory

Download or read book Structured Decision Making written by Robin Gregory and published by John Wiley & Sons. This book was released on 2012-03-19 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book outlines the creative process of making environmental management decisions using the approach called Structured Decision Making. It is a short introductory guide to this popular form of decision making and is aimed at environmental managers and scientists. This is a distinctly pragmatic label given to ways for helping individuals and groups think through tough multidimensional choices characterized by uncertain science, diverse stakeholders, and difficult tradeoffs. This is the everyday reality of environmental management, yet many important decisions currently are made on an ad hoc basis that lacks a solid value-based foundation, ignores key information, and results in selection of an inferior alternative. Making progress – in a way that is rigorous, inclusive, defensible and transparent – requires combining analytical methods drawn from the decision sciences and applied ecology with deliberative insights from cognitive psychology, facilitation and negotiation. The authors review key methods and discuss case-study examples based in their experiences in communities, boardrooms, and stakeholder meetings. The goal of this book is to lay out a compelling guide that will change how you think about making environmental decisions. Visit www.wiley.com/go/gregory/ to access the figures and tables from the book.

Negotiation Analysis

Author : Howard Raiffa
Publisher : Harvard University Press
ISBN 13 : 0674024141
Total Pages : 567 pages
Book Rating : 4.6/5 (74 download)

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Book Synopsis Negotiation Analysis by : Howard Raiffa

Download or read book Negotiation Analysis written by Howard Raiffa and published by Harvard University Press. This book was released on 2007-03-31 with total page 567 pages. Available in PDF, EPUB and Kindle. Book excerpt: This masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach—building from simple hypothetical examples—the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.

Negotiation Genius

Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)

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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.

Negotiating Rationally

Author : Max H. Bazerman
Publisher : Simon and Schuster
ISBN 13 : 1439106835
Total Pages : 196 pages
Book Rating : 4.4/5 (391 download)

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Book Synopsis Negotiating Rationally by : Max H. Bazerman

Download or read book Negotiating Rationally written by Max H. Bazerman and published by Simon and Schuster. This book was released on 1994-01-01 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

Everything Is Negotiable

Author : Gavin Kennedy
Publisher : Random House
ISBN 13 : 1409020886
Total Pages : 386 pages
Book Rating : 4.4/5 (9 download)

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Book Synopsis Everything Is Negotiable by : Gavin Kennedy

Download or read book Everything Is Negotiable written by Gavin Kennedy and published by Random House. This book was released on 2010-05-25 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a completely new and revised third edition of a bestselling business book. It tells the reader how to make better deals, and is packed with advice on hoe to handle negotiations whether for big stakes (property, long-term contracts, companies, territories etc) or smaller ones such as getting your car fixed, buying TVs or videos or negotiating with spouses or colleagues. The growing economies of the Pacific Rim, and the changing face of Eastern Europe are addressed in new examples and case studies. Since the publication of the second edition in 1989, Gavin Kennedy has developed other Self Asssessment Excercises which are included, and the text has been made more interactive. It remains a popular, lively and above all useful guide to every aspect of negotiation.

International Negotiation

Author : Evangelos Raftopoulos
Publisher : Cambridge University Press
ISBN 13 : 1107196647
Total Pages : 287 pages
Book Rating : 4.1/5 (71 download)

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Book Synopsis International Negotiation by : Evangelos Raftopoulos

Download or read book International Negotiation written by Evangelos Raftopoulos and published by Cambridge University Press. This book was released on 2019-01-03 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Looks at international negotiation from a novel, relational international law perspective and challenges prescriptive models.

Bargaining for Advantage

Author : G. Richard Shell
Publisher :
ISBN 13 : 9780140289312
Total Pages : 286 pages
Book Rating : 4.2/5 (893 download)

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Book Synopsis Bargaining for Advantage by : G. Richard Shell

Download or read book Bargaining for Advantage written by G. Richard Shell and published by . This book was released on 2001 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

The Shadow Negotiation

Author : Deborah Kolb
Publisher : Simon and Schuster
ISBN 13 : 0743215125
Total Pages : 277 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis The Shadow Negotiation by : Deborah Kolb

Download or read book The Shadow Negotiation written by Deborah Kolb and published by Simon and Schuster. This book was released on 2001-02-13 with total page 277 pages. Available in PDF, EPUB and Kindle. Book excerpt: At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.