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Successful Negotiation
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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 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
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 The Secrets of Successful Negotiation by : Juliet Nierenberg
Download or read book The Secrets of Successful Negotiation written by Juliet Nierenberg and published by Duncan Baird. This book was released on 2003 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: A new generation of business guides for real people. This is a business book with a difference - learn to become the negotiator in demand with practical advice and fantastic illustrations. Gain expert advice on how to achieve optimum negotiation power. Practical suggestions and more than 20 step-by-step Work Solutions will transform your negotiating ability. Learn how to overcome barriers such as anger and rejection, negotiate from a position of weakness, and make every second of a negotiation dialogue positive and constructive. From opening gambits to developing your listening and intuitive skills, this exciting book presents all you need to know to maximize your negotiating power and, in the process, to realize your ambitions and achieve your business goals.
Book Synopsis Effective Negotiation by : Ray Fells
Download or read book Effective Negotiation written by Ray Fells and published by Cambridge University Press. This book was released on 2009-11-16 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.
Book Synopsis Successful Negotiation by : Robert B. Maddux
Download or read book Successful Negotiation written by Robert B. Maddux and published by Crisp Learning. This book was released on 1995 with total page 74 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strive to approach every negotiation with both parties’ interests in mind.
Book Synopsis Negotiation Excellence: Successful Deal Making (2nd Edition) by : Michael Benoliel
Download or read book Negotiation Excellence: Successful Deal Making (2nd Edition) written by Michael Benoliel and published by World Scientific. This book was released on 2014-09-16 with total page 534 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Book Synopsis Never Take No for an Answer by : Samfrits Le Poole
Download or read book Never Take No for an Answer written by Samfrits Le Poole and published by Kogan Page Publishers. This book was released on 1991 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offering suggestions for carrying out successful negotiations, this new edition of Never Take No for an Answer includes information on team and international business negotiations, the art of persuasion and includes a list of 40 mistakes to which negotiators seem fatally attracted.
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 Successful International Negotiations by : Marc Helmold
Download or read book Successful International Negotiations written by Marc Helmold and published by Springer Nature. This book was released on 2020-01-21 with total page 366 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.
Book Synopsis Negotiating at Work by : Deborah M. Kolb
Download or read book Negotiating at Work written by Deborah M. Kolb and published by John Wiley & Sons. This book was released on 2015-01-27 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Book Synopsis The Hidden Rules of Successful Negotiation and Communication by : Marc O. Opresnik
Download or read book The Hidden Rules of Successful Negotiation and Communication written by Marc O. Opresnik and published by Springer. This book was released on 2014-06-17 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiations in professional or private life often take an unsatisfactory course due to stress, confrontation with aggressive or unfair behavior, or because of overwhelming situations. Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also considers "soft skills" without which negotiations cannot be successful. This book presents practical examples in dealing with situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.
Book Synopsis Successful Negotiation Skills by : Paul J Spencer
Download or read book Successful Negotiation Skills written by Paul J Spencer and published by Lulu.com. This book was released on 2013-08-07 with total page 77 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book has been designed to provide you with the core skills that an artful negotiator uses to create true win-win negotiations. The principles are the same whether it is a child negotiating for extra pocket money to go to the cinema and the bowling alley, a customer negotiating the best deal for a car or a hostage negotiator saving peoples lives. The skills you will learn in this book can be used immediately and you will see amazing results in your negotiations but the best way to master the art of negotiation is to book on one of our negotiation skills courses where you will practise many types of negotiations and become artful in the skill.
Book Synopsis The Book of Real-World Negotiations by : Joshua N. Weiss
Download or read book The Book of Real-World Negotiations written by Joshua N. Weiss and published by John Wiley & Sons. This book was released on 2020-08-25 with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!
Book Synopsis A Woman's Guide to Successful Negotiating, Second Edition by : Lee E. Miller
Download or read book A Woman's Guide to Successful Negotiating, Second Edition written by Lee E. Miller and published by McGraw Hill Professional. This book was released on 2010-10-15 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Breakthrough perspective. Every woman can benefit from this indispensable guide to getting what you want.” —Cathie Black, Chairman, Hearst Magazines “No matter what the situation, this book provides you with the negotiating techniques and the overall confidence to deal with the issue.” —Rose Marie Bravo, Chief Executive Officer, Burberry Ltd. “Much of life is one great big negotiation and in A Woman’s Guide to Successful Negotiating, this father-daughter team lets women in on the secrets they have learned over their lifetimes.” —Gail Evans, Author, Play Like a Man, Win Like a Woman SEE WHY ATLANTA WOMAN MaGaZiNE SELEcTED THiS BOOK aS ONE OF THE 50 BEST BOOKS FOr WOrKiNG WOMEN Are you afraid to ask for that raise or promotion or just don’t know how? Ever wonder why some women who get divorced end up with the financial re- sources they need to get on with their lives, while others suffer a drastic reduction in lifestyle? Discover the three keys to negotiating success for women. Understand the 10 most common mistakes that women make and how to avoid them. Learn from women such as CEO of Avon Andrea Jung, Chairman of Hearst Magazines Cathie Black, Emmy- winning actress Christine Baranski, and television anchor Alexis Glick how to get what you deserve in every aspect of your life, whether it is earning more money, buying your next car, or just getting your husband to help around the house.
Book Synopsis Successful negotiation with the Driver-Seat Concept by : Hermann Rock
Download or read book Successful negotiation with the Driver-Seat Concept written by Hermann Rock and published by Springer Nature. This book was released on 2023-06-05 with total page 438 pages. Available in PDF, EPUB and Kindle. Book excerpt: With this book, Hermann Rock provides time-structured core negotiation strategies that can be immediately applied in practice. The author's expertise comes primarily from negotiations in the context of M&A transactions and management investments. However, the concepts presented are equally applicable to negotiations of financing, car purchase, lease or service contracts and thus universally applicable. Three (scientifically based) basic strategies are presented, which the reader can adapt to his or her specific negotiation situation. The examples chosen for illustration are concrete cases negotiated by the author himself. With the certainty of having understood the three basic strategies, the reader enters the negotiation with a positive basic mood and thus creates the basis for his negotiation success. Hermann Rock has successfully presented his strategies for negotiation management many times in lectures and magazines (Focus) and now presents them for the first time in book form as a consistent further development of the Harvard concept.
Book Synopsis Successful Negotiation & Sales – Inspiring Ideas for Marketing, Sales, & Communication by : Simone Janson
Download or read book Successful Negotiation & Sales – Inspiring Ideas for Marketing, Sales, & Communication written by Simone Janson and published by Best of HR - Berufebilder.de®. This book was released on 2024-09-02 with total page 121 pages. Available in PDF, EPUB and Kindle. Book excerpt: The "Be the Boss" edition, which also in its 2nd edition guides you to leadership success, is published by a government-funded publisher involved in EU programs and a partner of the Federal Ministry of Education. It offers you the concentrated expertise of renowned experts (overview in the book preview), as well as tailored premium content and access to travel deals with discounts of up to 75%. At the same time, you are doing good and supporting sustainable projects. Because successful negotiations sales conversations require inspiring ideas targeted communication. "Successful Negotiation Selling - Inspiring Ideas for Marketing Sales Communication" offers executives practical approaches creative ideas to succeed in marketing, sales, communication. The book not only teaches proven negotiation strategies but also demonstrates how inspiring communication can enhance sales success. An indispensable resource for executives looking to elevate their negotiation sales skills to the next level. Today's managers have to fulfil high demands. That's why we have once again explored the topics of our most popular success titles in the light of new strategies - as targeted inspiration for your day-to-day management. With its "Info on Demand" concept, the publisher not only participated in an EU-funded program but was also awarded the Global Business Award as Publisher of the Year. Therefore, by purchasing this book, you are also doing good: The publisher is financially and personally involved in socially relevant projects such as tree planting campaigns, the establishment of scholarships, sustainable living arrangements, and many other innovative ideas. The goal of providing you with the best possible content on topics such as career, finance, management, recruiting, or psychology goes far beyond the static nature of traditional books: The interactive book not only imparts expert knowledge but also allows you to ask individual questions and receive personal advice. In doing so, expertise and technical innovation go hand in hand, as we take the responsibility of delivering well-researched and reliable content, as well as the trust you place in us, very seriously. Therefore, all texts are written by experts in their field. Only for better accessibility of information do we rely on AI-supported data analysis, which assists you in your search for knowledge. You also gain extensive premium services : Each book includes detailed explanations and examples, making it easier for you to successfully use the consultation services, freeky available only to book buyers. Additionally, you can download e-courses, work with workbooks, or engage with an active community. This way, you gain valuable resources that enhance your knowledge, stimulate creativity, and make your personal and professional goals achievable and successes tangible. That's why, as part of the reader community, you have the unique opportunity to make your journey to personal success even more unforgettable with travel deals of up to 75% off. Because we know that true success is not just a matter of the mind, but is primarily the result of personal impressions and experiences. Publisher and editor Simone Janson is also a bestselling author and one of the 10 most important German bloggers according to the Blogger Relevance Index. Additionally, she has been a columnist and author for renowned media such as WELT, Wirtschaftswoche, and ZEIT - you can learn more about her on Wikipedia.
Book Synopsis Successful Negotiation by : 50minutes,
Download or read book Successful Negotiation written by 50minutes, and published by 50Minutes.com. This book was released on 2017-05-24 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ready to take your career to the next level? Find out everything you need to know about negotiating effectively with this practical guide. Negotiations are an increasingly important part of both our professional and private lives. This summary will help you to negotiate effectively, getting what you want out of an exchange without putting your relationship with the other party at risk. In 50 minutes you will be able to: • Identify what makes a good negotiator and how you can adopt a pragmatic approach • Learn how to prepare your arguments and define your expectations, helping you to stay focused and identify your non-negotiables • Analyse the important to listening to the other party and making compromises, in order to find a solution that satisfies the needs and interests of all involved ABOUT 50MINUTES.COM | COACHING The Coaching series from the 50Minutes collection is aimed at all those who, at any stage in their careers, are looking to acquire personal or professional skills, adapt to new situations or simply re-evaluate their work-life balance. The concise and effective style of our guides enables you to gain an in-depth understanding of a broad range of concepts, combining theory, constructive examples and practical exercises to enhance your learning.
