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Negotiation Closing Deals Settling Disputes And Making Team Decisions
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Book Synopsis Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions by : David S. Hames
Download or read book Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions written by David S. Hames and published by SAGE. This book was released on 2011-09-21 with total page 521 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.
Book Synopsis How to Negotiate Like a Pro by : Mary Greenwood
Download or read book How to Negotiate Like a Pro written by Mary Greenwood and published by iUniverse. This book was released on 2006-06 with total page 90 pages. Available in PDF, EPUB and Kindle. Book excerpt: For over twenty-five years, author Mary Greenwood has worked in careers that required expert negotiation. After becoming a professional union negotiator, she began to notice a specific set of rules people use to settle disputes. Greenwood compiles many of these rules in How to Negotiate Like a Pro: 41 Rules for Resolving Disputes, an easy-to-understand guide to negotiating any type of situation. Among these rules you will find the following: * Focus on the goal and resist being distracted by emotions * Request ground rules * Avoid negotiating against yourself * Do your research * Know when to walk away Greenwood lists each rule and subsequently offers a concise explanation on how and when to use it in your negotiations. She explains the emotional frame of mind you need for negotiations and reveals the preparations, strategies, and tactics required to close the deal. Telephone and on-line negotiations are also discussed. Whether you're involved in a professional dispute with another business associate, your boss, or even an online seller, How to Negotiate Like a Pro will put you ahead of the game!
Book Synopsis Making the Deal by : George M. Hartman
Download or read book Making the Deal written by George M. Hartman and published by . This book was released on 1992-05-06 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with practical tips, guidelines and techniques that really work in order to reach more effective and speedier negotiation agreements. Divides negotiation into 3 categories--strategy, tactics and gamesmanship--with a chapter on each. Offers in-depth explanations on how to open negotiations, evaluating your opponent and negotiation for salespeople. Also includes a self-evaluation test.
Book Synopsis Negotiation and Dispute Resolution for Lawyers by : Jordaan, Barney
Download or read book Negotiation and Dispute Resolution for Lawyers written by Jordaan, Barney and published by Edward Elgar Publishing. This book was released on 2022-06-10 with total page 480 pages. Available in PDF, EPUB and Kindle. Book excerpt: Expertly combining negotiation theory and practice, Negotiation and Dispute Resolution for Lawyers demonstrates how lawyers can deliver enhanced levels of service to their clients. Comprehensive and engaging, the book is a lawyer’s guide to resolving conflict, negotiating deals, preserving important client relationships, and ultimately becoming truly effective problem solvers.
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.
Download or read book Negotiation written by Brad Winn and published by SAGE Publications. This book was released on 2023-10-10 with total page 463 pages. Available in PDF, EPUB and Kindle. Book excerpt: This dynamic text explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a creative process that can produce lasting positive results for all parties involved.
Book Synopsis Beyond Winning by : Robert H. Mnookin
Download or read book Beyond Winning written by Robert H. Mnookin and published by Harvard University Press. This book was released on 2004-04-15 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one’s own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle—clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession.
Book Synopsis Mastering Business Negotiation by : Roy J. Lewicki
Download or read book Mastering Business Negotiation written by Roy J. Lewicki and published by John Wiley & Sons. This book was released on 2011-01-11 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success
Book Synopsis Managing Conflict and Negotiation by : B. D. Singh
Download or read book Managing Conflict and Negotiation written by B. D. Singh and published by Excel Books India. This book was released on 2008-12 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conflict is something inevitable. It is an integral part of our lives. Normally we work in groups and while working, we relate with our superiors, peers and juniors. While relating, more often than not, conflicting situations arise which take toll on our precious time and energy. Therefore, understanding and management of conflict become very important. This book deals with different conceptual aspects of conflict and its effective management. The most popular and effective style of resolving conflict is through dialogue, which is popularly known as negotiation. Through negotiation people deal with differences, which they do, consciously or unconsciously, throughout their lives. The part of the book dealing with negotiation takes care of the details about different aspects of negotiation – strategies, preparation, processes and multicultural and ethical dimensions related to it. The book contains live cases, which will provide useful insight on the theoretical and conceptual aspects to the students. The book will go a long way in meeting with the requirements of the management students by providing consolidated material on the subject.
Book Synopsis Health Sciences Collection Management for the Twenty-First Century by : Susan K. Kendall
Download or read book Health Sciences Collection Management for the Twenty-First Century written by Susan K. Kendall and published by Rowman & Littlefield. This book was released on 2018-01-15 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: Health Sciences Collection Management for the Twenty-First Century is intended for those with any level of experience in health sciences collection management. This book from the authoritative Medical Library Association starts with the context of health sciences publishing and covers the foundations of selection, budgeting, and management. It won’t tell new librarians what to buy but will give them background and criteria that should go into their selections. However, the focus of this book is not only on best practices but also on the big picture and the deeper changes in the field that affect decision making. Subjects not always covered in many collection development textbooks such marketing or accessibility are included because they are part of the larger collections landscape. Chapter contributors bring their own perspectives to the topics. Stories of different libraries’ experiences bring interesting topics to the forefront in practical, specific, and timely detail. While whole books have been written that go into some of these topics more in depth on their own, the treatment of each topic here focuses on the unique perspective and concerns of the collection manager.
Book Synopsis Principles of Negotiation: Strategies, Tactics, Techniques to Reach Agreement by : Matthew Guasco
Download or read book Principles of Negotiation: Strategies, Tactics, Techniques to Reach Agreement written by Matthew Guasco and published by Entrepreneur Press. This book was released on 2007-10-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Settle Disputes and Negotiate Better Deals Experienced mediators and educators present a simple, practical guide to negotiating better deals. Strategies and tactics developed through research in communication theory, game theory and psychology help you negotiate better business deals and improve communication with customers, suppliers and competitors. Concrete guidance on conflict resolution allows you to settle disputes before they escalate into costly lawsuits. Stories and examples pulled from situations you may face on a daily basis illustrate key points and demonstrate good and bad negotiation techniques. Guasco and Robinson cover: The essential steps in negotiation preparation Diagnosing your strengths and weaknesses and developing a negotiation plan A thorough analysis of competitive and cooperative negotiation, and tips on choosing the best course for a particular situation Strategically managing behavior at the negotiation table to shift the outcome in your favor These effective negotiation strategies ensure that you come out on top of any negotiation. Sample Documents on CD-ROM! Negative Behaviors and Tactics Problem-Solving Tool Closing Checklist Negotiation Preparation Checklist Negotiation Strategy Assessment Tool For 30 years, Entrepreneur has provided the most trusted business advice available to business owners. Our legal guides continue that tradition by offering current and cost-effective legal advice so you can resolve the business and legal issues you face on a daily basis. We also help you identify when it's in your best interest to seek the personalized advice and services of a practicing lawyer.
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 2014-03-17 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.
Download or read book Negotiate written by Quinton Joser and published by Freegulls Publishing House. This book was released on 2024-01-26 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is much more than just closing deals. It is a subtle interplay of communication, strategy and insight into human dynamics. This book is designed to guide you through the essential fundamentals of negotiation, whether you are an experienced business person looking for new insights, or someone just starting out looking for a solid foundation. We will discover how preparation is the key to success in any negotiation situation. Understanding your own goals and boundaries, as well as those of others, will enable you to negotiate with confidence and determination. We will explore the art of listening, the ability to express yourself clearly and respectfully and the importance of empathy in understanding the interests of all parties involved. In these pages we will delve deeper into how negotiation is not just about winning the deal, but also about building lasting relationships. It's about creating win-win situations where all parties can thrive. You will learn to deal with challenges, unexpected twists and emotional moments, and how to overcome these obstacles without losing sight of the bigger picture. Negotiation is a journey of growth, both business and personal. The skills you will learn here will not only help you be more successful in business transactions, but will also improve your communication skills, increase your resilience and enable you to better deal with the complexities of human interactions.
Book Synopsis HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) by : Harvard Business Review
Download or read book HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) written by Harvard Business Review and published by Harvard Business Press. This book was released on 2019-04-30 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Book Synopsis Negotiation Made Simple by : John Lowry
Download or read book Negotiation Made Simple written by John Lowry and published by HarperCollins Leadership. This book was released on 2023-10-31 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiators might be born, but great negotiators are made. This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time. Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today’s competitive marketplace, there is no time for experimentation, nor room to make mistakes. The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to: Make strategic decisions – move from doing what is comfortable to doing what is most strategic. Manage the process – carefully balance the urge to compete with the need to collaborate. Deliver the deal – fine-tune the negotiation process to achieve the desired outcome. This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.
Book Synopsis How to Say It: Negotiating to Win by : Jim Hennig Ph.D.
Download or read book How to Say It: Negotiating to Win written by Jim Hennig Ph.D. and published by Penguin. This book was released on 2008-08-05 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: A no-nonsense guide to closing the deal-that makes sense to everyone. Jim Hennig's winning negotiating philosophy is based on finding and meeting the real needs of the other party through the use of questions, effective listening, honesty, integrity, sincere caring, and building partnerships. His approach is predicated on the idea that when people like you, they want to work with you, are likely to concede more often, become more sensitive to your needs, and are more inclined to meet them. Through dozens of proven strategies, tips, power words, phrases, and real-life dialogues, How to Say It®: Negotiating to Win will help readers bring every negotiation to a happy close and meet their bottom line?while cultivating repeat clients who'll enjoy doing business with them.
Book Synopsis Negotiation and Dispute Resolution by : Beverly J. DeMarr
Download or read book Negotiation and Dispute Resolution written by Beverly J. DeMarr and published by Pearson. This book was released on 2013-08-29 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt: For courses in Negotiation/Dispute Resolution. Complete and broad in coverage, this book addresses negotiations and dispute resolution in a wide variety of settings. Because skill development is an important part of becoming a masterful negotiator, concepts are augmented with numerous exercises, activities, role plays, and self-assessments. By combining theoretical foundations with experiential exercises, the book helps students develop their ability to negotiate and resolve conflicts in both personal and professional settings.
