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Author : Chris Honeyman
Publisher : Dri Press
ISBN 13 : 9780982794654
Total Pages : 766 pages
Book Rating : 4.7/5 (946 download)
Download or read book The Negotiator's Desk Reference written by Chris Honeyman and published by Dri Press. This book was released on 2017-08-31 with total page 766 pages. Available in PDF, EPUB and Kindle. Book excerpt: The definitive Desk Reference for negotiators
Author : Andrea Kupfer Schneider
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)
Download or read book The Negotiator's Desk Reference written by Andrea Kupfer Schneider and published by . This book was released on 2018 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: With The Negotiator's Desk Reference we have tried to provide the most up-to-date negotiation writings possible from as many disciplines as possible. We are both honored and humbled by the array of talented and wise colleagues who have joined in this effort. In the Preface, we outline the 14-year path that has brought us to this point. Our assumption has always been that “we don't know what we don't know,” and that to continue working to improve the field, we ourselves need to be consciously open to new sources. The same applies, we think, to other scholars and practitioners; and the 106 contributors here have conspicuously accepted this principle. The imperative to work across disciplinary boundaries should also be obvious to scholars by now, and again, our colleagues have honored it, in a variety of ways. This book tries to do the translational work of taking great theory and research and showing how both impact practical negotiations. It also tries to summarize each theory or line of research into usable “bite-size” chunks, so that scholars and teachers can efficiently distinguish what they already know, what they would like to know more about, and what they might want to include in their next course. In such a process, we have necessarily drawn on different stages of “subject maturity” for different topics. Some chapters here are based on empirical research that is truly cutting-edge. Many chapters are based on their authors' far more detailed works or even complete books, and we greatly appreciate their willingness to edit their thoughts into brief pieces. Other chapters are based primarily in stories from the real world. It is our objective to interrelate such practitioners' hard-won wisdom with other chapters, containing scholars' related research and theoretical insights, so that the next practitioner to encounter a similar problem has more to go on. Among examples of these are the chapters on negotiation in the professional boxing ring, hostage negotiations, Kashmir, Africa, and public policy cases. We appreciate the authors who have in the chapters tried something brave, as some have. We believe that it's essential, to a field that hopes to maintain its now 40 years of rapid development, that the editors of a reference book such as this not take a conservative, “proven treatments only” cut at the universe of topics, but take a few risks ourselves. What we have seen as a result confirms our conviction that these creative ideas will likely lead to other creative ideas, as well as the development of more useful and interesting negotiation practice work.
Author : Andrea Kupfer Schneider
Publisher : American Bar Association
ISBN 13 : 9781590315453
Total Pages : 768 pages
Book Rating : 4.3/5 (154 download)
Download or read book The Negotiator's Fieldbook written by Andrea Kupfer Schneider and published by American Bar Association. This book was released on 2006 with total page 768 pages. Available in PDF, EPUB and Kindle. Book excerpt: Edited by Andrea Kupfer Schneider and Christopher Honeyman and featuring 80 contributors, The Negotiator's Fieldbook is the most comprehensive book on negotiation available. And the concept that everybody negotiates is increasingly accepted as wisdom. A world in which small manufacturers find their customers and their suppliers on the far side of the globe, in which lifetime stability of employment has been replaced by successive negotiation for new jobs, and in which prenuptial agreements and mediated divorces flank a noticeable percentages of marriages, makes the fact of continuous negotiation more and more obvious. This book pulls together the relevant ideas on negotiation from law, psychology, business, economics, cultural studies and a dozen other fields to provide a context for successful negotiation.
Author : Andrea Kupfer Schneider
Publisher : American Bar Association
ISBN 13 : 9781590315453
Total Pages : 798 pages
Book Rating : 4.3/5 (154 download)
Download or read book The Negotiator's Fieldbook written by Andrea Kupfer Schneider and published by American Bar Association. This book was released on 2006 with total page 798 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides a comprehensive reference guide to negotiation and mediation. Negotiation skills can be learned--everything from managing fairness and power and understanding the other side and cultural differences to decision-making, creativity, and apology. Good negotiation is best approached from a multidisciplinary perspective that combines the best of theory and practice.
Author : Andrea Kupfer Schneider
Publisher : American Bar Association
ISBN 13 : 9781641054805
Total Pages : 0 pages
Book Rating : 4.0/5 (548 download)
Download or read book Negotiation Essentials for Lawyers written by Andrea Kupfer Schneider and published by American Bar Association. This book was released on 2019 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This practical, easy-to-use guide is designed to help you figure out quickly what went wrong in yesterday's meetings, and how to fix it in tomorrow's follow-up. Each chapter starts with a brief introduction, followed by a standard section, Why This Concept Might Change Your Thinking. There, the author explains succinctly why their body of work might be useful specifically for lawyers. After that, each chapter has a section called Action Plan--What You Can Do Differently Tomorrow in which each author outlines specific steps you can take in your next negotiation. No other book comes close to this level of help for a lawyer facing a typical or even downright strange negotiating problem. This guide contains everything you need to know about negotiating in one compact volume.
Author : David A. Lax
Publisher : Simon and Schuster
ISBN 13 : 1439105200
Total Pages : 619 pages
Book Rating : 4.4/5 (391 download)
Download or read book Manager as Negotiator written by David A. Lax and published by Simon and Schuster. This book was released on 1987-01-05 with total page 619 pages. Available in PDF, EPUB and Kindle. Book excerpt: This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.
Author : Carrie Menkel-Meadow
Publisher :
ISBN 13 : 9781454802648
Total Pages : 0 pages
Book Rating : 4.8/5 (26 download)
Download or read book Negotiation written by Carrie Menkel-Meadow and published by . This book was released on 2014 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers th
Author : Jeanne M. Brett
Publisher : John Wiley & Sons
ISBN 13 : 1118572254
Total Pages : 206 pages
Book Rating : 4.1/5 (185 download)
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.
Author : Michael C. Donaldson
Publisher : John Wiley & Sons
ISBN 13 : 1118068084
Total Pages : 390 pages
Book Rating : 4.1/5 (18 download)
Download or read book Negotiating For Dummies written by Michael C. Donaldson and published by John Wiley & Sons. This book was released on 2011-04-18 with total page 390 pages. Available in PDF, EPUB and Kindle. Book excerpt: People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting the short end of the stick. Negotiating For Dummies offers tips and strategies to help you become a more comfortable and effective negotiator. It shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating For Dummies helps you enter any negotiation with confidence and come out feeling like a winner.
Author : Roy J. Lewicki
Publisher :
ISBN 13 : 9781260065879
Total Pages : 202 pages
Book Rating : 4.0/5 (658 download)
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:
Author : Chris Voss
Publisher : HarperCollins
ISBN 13 : 0062407813
Total Pages : 203 pages
Book Rating : 4.0/5 (624 download)
Download or read book Never Split the Difference written by Chris Voss and published by HarperCollins. This book was released on 2016-05-17 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
Author : Fred Sollish
Publisher : John Wiley & Sons
ISBN 13 : 1118238494
Total Pages : 407 pages
Book Rating : 4.1/5 (182 download)
Download or read book The Procurement and Supply Manager's Desk Reference written by Fred Sollish and published by John Wiley & Sons. This book was released on 2012-05-23 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every supply manager's essential desktop tool with in-depth, authoritative coverage of each topic Leaving no stone unturned in covering all aspects of the procurement and sourcing functions, The Procurement and Supply Manager's Desk Reference, Second Edition is filled with everything every organization needs to know about the key roles and responsibilities of a procurement professional. Presented logically to match the flow of the procurement and sourcing functions, the book is filled with practical aids such as step-by-step guides to each segment of the process, as well as checklists and customizable forms. The new edition of this essential book provides an easy-to-use road map for the procurement and supply manager in the new millennium. Coverage on how to select suppliers and measure performance Reveals the easiest way to drive continuous improvement in the supply base Features tips on providing value to the organization Helps you identify those strategies that will work best for your business for years to come Written for the worldwide profession of procurement and supply management, The Procurement and Supply Manager's Desk Reference, Second Edition offers detailed coverage and tips with an eye toward incorporating proactive strategies and best practices.
Author : Michael Wheeler
Publisher : Simon and Schuster
ISBN 13 : 1451690444
Total Pages : 320 pages
Book Rating : 4.4/5 (516 download)
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.
Author : Bret A. Moore
Publisher : Oxford University Press
ISBN 13 : 0199928274
Total Pages : 383 pages
Book Rating : 4.1/5 (999 download)
Download or read book Military Psychologists' Desk Reference written by Bret A. Moore and published by Oxford University Press. This book was released on 2014-04-01 with total page 383 pages. Available in PDF, EPUB and Kindle. Book excerpt: The psychological well-being of servicemen and women returning from war is one of the most discussed and contemplated mental health issues today. Media programs debate the epidemic of PTSD in returning veterans and the potential fallout of a less-than-adequate veteran mental health system. This public discussion is only a small glimpse into the field of military psychology. One of the most diverse specialties within psychology, it is a sector positioned and equipped to influence such concepts as psychological resilience, consequences of extended family stress, the role of technology in mental healthcare delivery, and how to increase human performance under harsh conditions. Military Psychologists' Desk Reference is the authoritative guide in the field of military mental health, covering in a clear and concise manner the depth and breadth of this expanding area at a pivotal and relevant time. Moore and Barnett, former military psychologists, bring together the field's top experts to provide concise and targeted reviews of the most salient aspects of military mental health and present the material in an easily digestible manner. Chapters cover important topics such as military culture, working with Special Operations Forces, professional issues and ethical challenges, women in combat, posttraumatic stress, anxiety and sleep disorders, psychologists' involvement in interrogations, and how to build and sustain a resilient Force, to name but a few. Authors consist of a combination of current and former military psychologists, psychiatrists, social workers and Chaplains, experts from the Department of Veterans Affairs, prominent academicians, and representatives from other governmental and civilian organizations. This comprehensive resource is a must for every military psychologist, as well as for non-military clinicians, researchers, counselors, social workers, educators, and trainees who increasingly need to be familiar with this specialized area of psychology.
Author : Noam Ebner
Publisher : Dri Press
ISBN 13 : 9780982794623
Total Pages : 296 pages
Book Rating : 4.7/5 (946 download)
Download or read book Assessing Our Students written by Noam Ebner and published by Dri Press. This book was released on 2012 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: In May 2010, more than 50 of the world's leading negotiation scholars gathered in Beijing, China for the Rethinking Negotiation Teaching project's third international conference designed to critically examine what is taught in contemporary negotiation courses and how we teach them, with special emphasis on how best to "translate" teaching methodology to succeed with diverse, global audiences. We chose China is the ideal venue to conclude our project's inquiry, not only because of its own long history with negotiation, internal and external to the country, but because it is a nation with which, tensions or no tensions, every other nation must negotiate in the future. Yet, China has been almost unrepresented in the modern literature - at least, in the literature that is expressly about "negotiation." Chinese scholars and practitioners also have yet to assert much influence in the global negotiation training market. Our hope was that the conference would serve as a springboard for the entry into this field, at a sophisticated level, of Chinese and other Asian scholars whose deep experience in many related subjects has yet to be fully felt in their implications for the field of negotiation. The contents of this volume, as well as the fourth and final volume in this teaching series - Educating Negotiators for a Connected World (Honeyman, Coben, and Lee 2012), suggest we may have succeeded in that particular goal.
Author : Henry S. Kramer
Publisher : ALM Publishing
ISBN 13 : 9780970597021
Total Pages : 384 pages
Book Rating : 4.5/5 (97 download)
Download or read book Game, Set, Match written by Henry S. Kramer and published by ALM Publishing. This book was released on 2001 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Fact Sheet Looks at the entire negotiation process from the all-important, but often overlooked, initial planning stages, through opening negotiations, mid-game, end game, & follow up.
Author : Jonathan O'Brien
Publisher : Kogan Page Publishers
ISBN 13 : 1789662591
Total Pages : 481 pages
Book Rating : 4.7/5 (896 download)
Download or read book Negotiation for Procurement and Supply Chain Professionals written by Jonathan O'Brien and published by Kogan Page Publishers. This book was released on 2020-08-13 with total page 481 pages. Available in PDF, EPUB and Kindle. Book excerpt: Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.
