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Knowledge Negotiation
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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 Negotiation Basics by : Ralph A. Johnson
Download or read book Negotiation Basics written by Ralph A. Johnson and published by SAGE. This book was released on 1993 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems.
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 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
Book Synopsis Negotiation at Work by : Ira Asherman
Download or read book Negotiation at Work written by Ira Asherman and published by AMACOM Div American Mgmt Assn. This book was released on 2012 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Serious activities for teaching the art of negotiation.
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 We Can Negotiate Too! by : Anuj Jagannathan
Download or read book We Can Negotiate Too! written by Anuj Jagannathan and published by . This book was released on 2020-09-18 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is an important skill in all facets of life, and when mastered early, leads to a lifetime of success. Young readers, you've been making deals since you were a kid...but did you always get what you wanted? You negotiate frequently with parents, siblings, friends, classmates and others. As you get ready for more negotiations with the world, are you prepared to succeed? This book is unique. There is no book that helps build and enhance the negotiation toolkit for kids, teens and young adults. It is my effort to help young readers understand the proper strategies and approach to make their negotiations effective and bring you benefits over their lifetime. The objective to make it a win-win for all. Fun and easy to read, this book is packed with several examples from daily life. You'll soon have the tips in your back pocket and ready to use them in any situation. For parents, if you are interested in developing essential life skills for your children, consider this book on negotiation. In addition, parents can read this book too as it is an interesting read and will also give you great insights about negotiating with kids.
Download or read book Honest Answers written by Lena Sisco and published by HarperCollins Leadership. This book was released on 2022-11-15 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: BECOME A MASTER AT NEGOTIATION AND COMMUNICATION Never go into an important conversation feeling unheard, unprepared, or uninformed again—apply the proven SISCO method for communication to become a master negotiator, trusted interviewer, and engaging conversationalist. No matter the conversation, detecting honesty and persuading others to be honest are some of the most valuable skills you can learn. With these skills, you can master your daily conversations and interactions with others. The Strategic Interviewing Skills and Competencies (SISCO) Method will help you see the full picture, have all the facts, and make effective decisions. Former Navy interrogator, Lena Sisco, created this method during challenging investigative and information-gathering interviews. Her 5-step program focuses human-to-human interaction. When you can gain someone’s trust you can get truth in any scenario. She teaches readers how to validate their gut feeling when they think someone is lying, unassumingly control a conversation, and persuade others to be honest. These skills are not only applicable in an interrogation room, but they can be relevant in everyday life. In this book, you will learn how to: Apply the strategic interviewing skills behind the SISCO method to your everyday life to discover the information and the honest answers you need. Create an environment of trust that will facilitate the fact finding necessary to be more effective at your job while encouraging others to be more accountable. Control the signals you may or may not be inadvertently sending to others. Know the right words to say during a disagreement in order to de-escalate conflict, gain respect, and create a win-win situation Not only does she teach you techniques and methods to negotiate and interview with confidence, she shares the neuroscience behind why they are effective. You will be able to interpret patterns of behavior and influence positive behaviors in others, as well as enhancing the effectiveness of your communication practices; both verbal and nonverbal.
Book Synopsis The Handbook of Negotiation and Culture by : Michele J. Gelfand
Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Book Synopsis Difficult Conversations by : Douglas Stone
Download or read book Difficult Conversations written by Douglas Stone and published by Penguin. This book was released on 2023-08-22 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 10th-anniversary edition of the New York Times business bestseller-now updated with "Answers to Ten Questions People Ask" We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to: · Decipher the underlying structure of every difficult conversation · Start a conversation without defensiveness · Listen for the meaning of what is not said · Stay balanced in the face of attacks and accusations · Move from emotion to productive problem solving
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.
Book Synopsis Skills and Values by : John Burwell Garvey
Download or read book Skills and Values written by John Burwell Garvey and published by . This book was released on 2021 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Skills & Values: Alternative Dispute Resolution is designed to give students both theory and practical application for the skills and values which come into play during the various forms of alternative dispute resolution, including negotiation, mediation, collaborative law and arbitration. It may be successfully used as a stand-alone course book or as a practical supplement to a standard text. Each chapter focuses on a different aspect of the dispute resolution process. The idea is to read the material and then test and develop knowledge through exercises and simulations"--
Book Synopsis Negotiating and Influencing Skills by : Bradley Collins McRae
Download or read book Negotiating and Influencing Skills written by Bradley Collins McRae and published by SAGE. This book was released on 1998 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law.
Download or read book 3-D Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.
Download or read book Getting Past No written by William Ury and published by Bantam. This book was released on 2007-04-17 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!
Book Synopsis Strategic Negotiations by : Richard E. Walton
Download or read book Strategic Negotiations written by Richard E. Walton and published by Cornell University Press. This book was released on 2000 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.
Download or read book Lawyer Negotiation written by Jay Folberg and published by Aspen Publishing. This book was released on 2021-09-14 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purchase of this ebook edition does not entitle you to receive access to the Connected eBook on CasebookConnect. You will need to purchase a new print book to get access to the full experience including: lifetime access to the online ebook with highlight, annotation, and search capabilities, plus an outline tool and other helpful resources. Designed to prepare law students to negotiate knowledgably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Fourth Edition features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A sleek, readable, and lively text for any law school Negotiation course, this book reflects the authors’ experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems, provocative questions, and new video resources throughout the text raise practical negotiation challenges and policy issues. The focus is on negotiating legal claims and issues on behalf of clients. Previous editions have proven popular because of the very readable and lively text, interesting notes, thoughtful problems, and provocative questions that raise practical negotiation challenges and issues, which are updated in this new edition. Carefully curated excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques and eliminating the need for supplemental material. Vivid examples are included from real cases and literature, which bring negotiation concepts and applications to life. The book is designed for experiential, interactive teaching utilizing provided role-plays, exercises, problems, and streaming video examples. In addition to direct negotiation, how to advantageously use assisted negotiation in the form of mediation advocacy is included. New to the Fourth Edition: Fresh material and perspective benefiting from a new co-author Each chapter has been updated with new insights and examples More video-based examples, problems, and resources—linked video excerpts can now be streamed showing different negotiation styles and techniques Streamlined presentation of outside excerpts Greater coverage of distance negotiation, including email and remote contexts Increased focus on #MeToo, gender, social activism, historical inequities, anti-racism, cultural and style differences, online negotiation, technological advances, and other crucial issues affecting negotiation and dispute resolution today Excerpts have been condensed or summarized to shorten reading assignments, allowing more time for experiential learning Professors and student will benefit from: Step-by-step organization and readings designed to be used as part of an active experiential class without sacrificing the deep knowledge expected in a law school course Informal writing style, interesting examples, practical advice, and thought-provoking questions, all written specifically for law students who will soon represent clients as negotiators Practice-based approach which helps students apply the concepts Exercises and accompanying role-plays that facilitate classroom discussion Assessment tools to aid in student learning and understanding Videos that show experienced lawyers, negotiators, and mediators performing role plays
