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The Mind And Heart Of The Negotiator
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Book Synopsis The Mind and Heart of the Negotiator by : Leigh L. Thompson
Download or read book The Mind and Heart of the Negotiator written by Leigh L. Thompson and published by Pearson Educacion. This book was released on 2012 with total page 432 pages. Available in PDF, EPUB and Kindle. Book excerpt: For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
Book Synopsis The Mind and Heart of the Negotiator by : Leigh L. Thompson
Download or read book The Mind and Heart of the Negotiator written by Leigh L. Thompson and published by Prentice Hall. This book was released on 2012 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: For undergraduate and graduate level business courses that cover the skills of negotiation, this text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
Book Synopsis The Mind and Heart of the Negotiator by : Leigh L. Thompson
Download or read book The Mind and Heart of the Negotiator written by Leigh L. Thompson and published by Prentice Hall. This book was released on 2005 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on the latest research findings, this book provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, It combines a strong applied flavor with straightforward and lively writing, presents a unified, comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situationssuch as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally. For attorneys, arbitrators, and other negotiatiors, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
Book Synopsis Essentials of Negotiation by : Roy J. Lewicki
Download or read book Essentials of Negotiation written by Roy J. Lewicki and published by . This book was released on 2020 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Mind and Heart of the Negotiator by : Leigh L. Thompson
Download or read book The Mind and Heart of the Negotiator written by Leigh L. Thompson and published by . This book was released on 2009 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Mind and Heart of the Negotiator, Fourth Edition, is for managers, executives, and leaders - anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of the Negotiator provides managers with proven solutions to many tough negotiation challenges." --Book Jacket.
Download or read book The Negotiator written by Ben Lopez and published by Skyhorse Publishing Inc.. This book was released on 2012-09 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: Lopez spends his life traveling the world working for governments, law enforcement agencies, multinational corporations, and private clients, supplying professional kidnap-negotiation services. In the high-stakes world of hostage negotiations, every call is a matter of life and death.
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 The Truth about Negotiations by : Leigh L. Thompson
Download or read book The Truth about Negotiations written by Leigh L. Thompson and published by FT Press. This book was released on 2008 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: “The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.
Book Synopsis Mind and Heart of the Negotiator, The, Global Edition by : Leigh L. Thompson
Download or read book Mind and Heart of the Negotiator, The, Global Edition written by Leigh L. Thompson and published by Pearson Higher Ed. This book was released on 2021-11-08 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: For undergraduate and graduate-level business courses that cover the skills of negotiation. The Mind and Heart of the Negotiator is dedicated to individuals who want to improve their ability to negotiate —whether in multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and real-world application. The 7th Edition contains new and updated exercises, statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well as economic outcomes. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.
Book Synopsis Not for the Faint of Heart by : Ambassador Wendy R. Sherman
Download or read book Not for the Faint of Heart written by Ambassador Wendy R. Sherman and published by PublicAffairs. This book was released on 2018-09-04 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Distinguished diplomat Ambassador Wendy Sherman brings readers inside the negotiating room to show how to put diplomatic values like courage, power, and persistence to work in their own lives. Few people have sat across from the Iranians and the North Koreans at the negotiating table. Wendy Sherman has done both. During her time as the lead US negotiator of the historic Iran nuclear deal and throughout her distinguished career, Wendy Sherman has amassed tremendous expertise in the most pressing foreign policy issues of our time. Throughout her life -- from growing up in civil-rights-era Baltimore, to stints as a social worker, campaign manager, and business owner, to advising multiple presidents -- she has relied on values that have shaped her approach to work and leadership: authenticity, effective use of power and persistence, acceptance of change, and commitment to the team. Not for the Faint of Heart takes readers inside the world of international diplomacy and into the mind of one of our most effective negotiators -- often the only woman in the room. She shows why good work in her field is so hard to do, and how we can learn to apply core skills of diplomacy to the challenges in our own lives.
Book Synopsis Negotiation Theory and Research by : Leigh L. Thompson
Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
Book Synopsis The One Minute Negotiator by : Don Hutson
Download or read book The One Minute Negotiator written by Don Hutson and published by Berrett-Koehler Publishers. This book was released on 2010-08-30 with total page 121 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation impacts every aspect of our lives, from the deals we strike on the job, to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything they can to avoid negotiating—it makes them uncomfortable, nervous, even frightened. This plague of negotiaphobia is what Don Hutson and George Lucas are here to remedy. Hutson and Lucas tell the tale of Jay Baxter, who sells more than anyone else in his company but finds himself in trouble because his profit margins are so slim—he's giving too much away to close the deal. Enter the One Minute Negotiator, who teaches him a three-step negotiating process that not only helps him make more profit per sale but can be applied anywhere, on the job or off. The key to the process is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. But no two negotiations are alike—one strategy cannot fit all. The One Minute Negotiator teaches you four viable strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side. Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. You'll never walk away thinking about what you should have asked for or might have gotten. Instead, with the tools Hutson and Lucas provide, you can confidently and consistently guide any negotiation to the best possible conclusion.
Book Synopsis Negotiating the Sweet Spot by : Leigh Thompson
Download or read book Negotiating the Sweet Spot written by Leigh Thompson and published by HarperCollins Leadership. This book was released on 2020-07-14 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everybody negotiates at various points every day, be it in life or business, and it’s important to get it right. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the “sweet spot,” is a skill that takes practice but is also one that anybody can learn. Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies “hacks” because they work but don’t require a lot of investment, training, expense, and time. You don’t have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life’s negotiations. In Negotiating the Sweet Spot, benefits include learning the following: Understanding where the sweet spot is in the deals you negotiate Adopting a big-picture mind-set when approaching any negotiation Seeing negotiations less as win-lose battles and more as opportunities to use problem-solving skills Utilizing a tool kit of “hacks” that will work in any negotiation and have been proven effective by a top expert in the field Negotiating the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation.
Book Synopsis The Mind and Heart of the Negotiator by : Leigh Thompson
Download or read book The Mind and Heart of the Negotiator written by Leigh Thompson and published by Prentice Hall. This book was released on 2015 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate--whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience-for you and your students. Here's how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.
Download or read book Stalling for Time written by Gary Noesner and published by Random House Trade Paperbacks. This book was released on 2018-01-02 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: The FBI’s chief hostage negotiator recounts harrowing standoffs, including the Waco siege with David Koresh and the Branch Davidians, in a memoir that inspired the miniseries Waco, now on Netflix. “Riveting . . . the most in-depth and absorbing section is devoted to the 1993 siege near Waco, Texas.”—The Washington Post In Stalling for Time, the FBI’s chief hostage negotiator takes readers on a harrowing tour through many of the most famous hostage crises in the history of the modern FBI, including the siege at Waco, the Montana Freemen standoff, and the D.C. sniper attacks. Having helped develop the FBI’s nonviolent communication techniques for achieving peaceful outcomes in tense situations, Gary Noesner offers a candid, fascinating look back at his years as an innovator in the ranks of the Bureau and a pioneer on the front lines. Whether vividly recounting showdowns with the radical Republic of Texas militia or clashes with colleagues and superiors that expose the internal politics of America’s premier law enforcement agency, Stalling for Time crackles with insight and breathtaking suspense. Case by case, minute by minute, it’s a behind-the-scenes view of a visionary crime fighter in action.
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.
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.
