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Author : Federico Addimando
Publisher : Springer Nature
ISBN 13 : 3031697545
Total Pages : 193 pages
Book Rating : 4.0/5 (316 download)
Download or read book Negotiation Neuroscience written by Federico Addimando and published by Springer Nature. This book was released on with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Michael Benoliel
Publisher : World Scientific
ISBN 13 : 9811225435
Total Pages : 223 pages
Book Rating : 4.8/5 (112 download)
Download or read book Negotiate, Persuade And Create Great Deals written by Michael Benoliel and published by World Scientific. This book was released on 2020-09-29 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.Negotiate, Persuade and Create Great Deals brings together cutting-edge research on negotiation from neuroscience, evolutionary theory and behavioral psychology along with interviews and insights with 25 master negotiators in business, politics, sports and diplomacy. We provide tools and techniques that can help executives and business professionals improve their ability to negotiate deals, while also laying out a framework that can support companies that wish to improve their organizational negotiation capabilities. Blending theory and practice, with plenty of examples of successful and failed negotiations in business and politics, this practical guide is an invaluable tool to prepare you for your next negotiation.
Author : Mari Fitzduff
Publisher : Oxford University Press
ISBN 13 : 0197512674
Total Pages : 288 pages
Book Rating : 4.1/5 (975 download)
Download or read book Our Brains at War written by Mari Fitzduff and published by Oxford University Press. This book was released on 2021-05-04 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Our Brains at War: The Neuroscience of Conflict and Peacebuilding suggests that we need a radical change in how we think about war, leadership, and politics. Most of us, political scientists included, fail to appreciate the extent to which instincts and emotions, rather than logic, factor into our societal politics and international wars. Many of our physiological and genetic tendencies, of which we are mostly unaware, can all too easily fuel our antipathy towards other groups, make us choose 'strong' leaders over more mindful leaders, assist recruitment for illegal militias, and facilitate even the most gentle of us to inflict violence on others. Drawing upon the latest research from emerging areas such as behavioral genetics, biopsychology, and social and cognitive neuroscience, this book identifies the sources of compelling instincts and emotions, and how we can acknowledge and better manage them so as to develop international and societal peace more effectively.
Author : Francesco Aquilar
Publisher : Springer Science & Business Media
ISBN 13 : 0387713808
Total Pages : 188 pages
Book Rating : 4.3/5 (877 download)
Download or read book Psychological Processes in International Negotiations written by Francesco Aquilar and published by Springer Science & Business Media. This book was released on 2007-10-05 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.
Author : Antonio D’Aloia
Publisher : Springer Nature
ISBN 13 : 3030388409
Total Pages : 563 pages
Book Rating : 4.0/5 (33 download)
Download or read book Neuroscience and Law written by Antonio D’Aloia and published by Springer Nature. This book was released on 2020-06-01 with total page 563 pages. Available in PDF, EPUB and Kindle. Book excerpt: There have been extraordinary developments in the field of neuroscience in recent years, sparking a number of discussions within the legal field. This book studies the various interactions between neuroscience and the world of law, and explores how neuroscientific findings could affect some fundamental legal categories and how the law should be implemented in such cases. The book is divided into three main parts. Starting with a general overview of the convergence of neuroscience and law, the first part outlines the importance of their continuous interaction, the challenges that neuroscience poses for the concepts of free will and responsibility, and the peculiar characteristics of a “new” cognitive liberty. In turn, the second part addresses the phenomenon of cognitive and moral enhancement, as well as the uses of neurotechnology and their impacts on health, self-determination and the concept of being human. The third and last part investigates the use of neuroscientific findings in both criminal and civil cases, and seeks to determine whether they can provide valuable evidence and facilitate the assessment of personal responsibility, helping to resolve cases. The book is the result of an interdisciplinary dialogue involving jurists, philosophers, neuroscientists, forensic medicine specialists, and scholars in the humanities; further, it is intended for a broad readership interested in understanding the impacts of scientific and technological developments on people’s lives and on our social systems.
Author : Simon Hazeldine
Publisher : Kogan Page Publishers
ISBN 13 : 0749469226
Total Pages : 232 pages
Book Rating : 4.7/5 (494 download)
Download or read book Neuro-Sell written by Simon Hazeldine and published by Kogan Page Publishers. This book was released on 2013-11-03 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Anyone involved in sales faces huge challenges these days, from fierce global competition and increased pressure on margins to the power of internet-savvy buyers and difficulties with getting time with prospective buyers. To succeed in sales, something more than the traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to selling that is sensitive to what's going on in the customer's mind. Neuro-Sell helps readers understand the importance of the unconscious and get below the surface of what people say to recognise what they really mean. Packed with examples, quizzes, templates and interactive exercises, it develops readers' skills in building sales relationships with the four main types of buyer and outlines the five stages of neuro-negotiating that will help give readers the competitive edge.
Author : Mauro Galluccio
Publisher : Springer
ISBN 13 : 3319106872
Total Pages : 468 pages
Book Rating : 4.3/5 (191 download)
Download or read book Handbook of International Negotiation written by Mauro Galluccio and published by Springer. This book was released on 2014-12-04 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book reinforces the foundation of a new field of studies and research in the intersection between social sciences and specifically between political science, international relations, diplomacy, psychotherapy, and social-cognitive psychology. It seeks to promote a coherent and comprehensive approach to international negotiation from a multidisciplinary viewpoint generating a longer term of studies, researches, and networking process that both respond to changes and differences in our societies and to the unprecedented demand and opportunities for international conflict prevention and resolution. There is a need to increase cooperation, coherence, and efficiency of international negotiation. It is necessary to focus our shared attention on new ways to better formulate integrated and sustainable negotiating strategies for conflict resolution. This book acquires innovative relevance in and will impact on the new context of international challenges which do not have a one-off solution that can be settled through a single target-oriented negotiation process. The book brings together leading scholars and researchers into the field from different disciplines, diplomats, politicians, senior officials, and even a Cardinal of the Holy See to give their contributions and make proposals on how best to optimize the use of negotiation and diplomacy structures, tools, and instruments. However, unlike most studies and researches on international negotiation, this book emphasizes processes, not simply outcomes or even tools but the way in which tools are and can be used to achieve better outcomes in international reality-based negotiation.
Author : Karen S. Walch
Publisher : John Wiley & Sons
ISBN 13 : 1119374901
Total Pages : 195 pages
Book Rating : 4.1/5 (193 download)
Download or read book Quantum Negotiation written by Karen S. Walch and published by John Wiley & Sons. This book was released on 2017-11-20 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.
Author : Robert Mnookin
Publisher : Simon and Schuster
ISBN 13 : 1416583645
Total Pages : 338 pages
Book Rating : 4.4/5 (165 download)
Download or read book Bargaining with the Devil written by Robert Mnookin and published by Simon and Schuster. This book was released on 2010-02-09 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: The art of negotiation—from one of the country’s most eminent practitioners and the Chair of the Harvard Law School’s Program on Negotiation. One of the country’s most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts—when you are facing an adversary you don’t trust, who may harm you, or who you may even feel is evil. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts.
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 : Nick Kane
Publisher : John Wiley & Sons
ISBN 13 : 1119052556
Total Pages : 230 pages
Book Rating : 4.1/5 (19 download)
Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-10-19 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author : Ori Wiener
Publisher : Kogan Page Publishers
ISBN 13 : 0749477393
Total Pages : 281 pages
Book Rating : 4.7/5 (494 download)
Download or read book High Impact Fee Negotiation and Management for Professionals written by Ori Wiener and published by Kogan Page Publishers. This book was released on 2017-02-03 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: The pressure on professional service firms and their professionals has never been higher. If you want to be able to charge the fees you know reflect the value you bring, you need the high impact, practical guidance that High Impact Fee Negotiation and Management for Professionals offers. Learn how to apply a powerful, consistent approach to make sure the 'golden triangle' of setting the price, getting the price and keeping the price works in your favour. Develop a strategy to enhance the profitability of your engagements through pricing, fee structuring, scoping, and negotiating. Understand the key steps management need to take to embed supporting processes and the appropriate culture. Expert negotiator, PSF consultant and trainer Ori Wiener's invaluable guide gives you the skills, tips and techniques that have been proven to deliver results.
Author : Brad Winn
Publisher : SAGE Publications
ISBN 13 : 1071834517
Total Pages : 610 pages
Book Rating : 4.0/5 (718 download)
Download or read book Negotiation written by Brad Winn and published by SAGE Publications. This book was released on 2023-09-01 with total page 610 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is much more than making a deal; it′s a life skill. Negotiation: Creating Agreements in Business and Life 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 dynamic, creative process that can produce lasting positive results for all parties involved. Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life. Included with this title: LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.
Author : A. Firth
Publisher : Elsevier
ISBN 13 : 148329918X
Total Pages : 453 pages
Book Rating : 4.4/5 (832 download)
Download or read book The Discourse of Negotiation written by A. Firth and published by Elsevier. This book was released on 2014-06-28 with total page 453 pages. Available in PDF, EPUB and Kindle. Book excerpt: The study of negotiation has attracted considerable scholarly attention in recent decades, yet rarely have discourse analysts applied their particular concerns and interests to the phenomenon. Although a fundamental characteristic of negotiation is linguistic action, the detailed study of negotiation as a communicative, discourse activity is in its infancy. In the first collection of its kind, Alan Firth has brought together 14 original studies of negotiation discourse.Drawing on insights and methodologies from discourse and conversation analysis, pragmatics, ethnography and ethnomethodology, the book examines negotiations in a wide range of workplaces, including the US Federal Trade Commission, management-union meetings, doctors' surgeries, travel agencies, international trading houses in Denmark, Belgium and Australia, Swedish social welfare offices, and consumer helplines. Collectively, the book explores the notion of negotiation both as a formal encounter and as a gloss for more informal decision-making activities.Questions specifically addressed include: what is the interactional character of negotiation? How are negotiations related to the work context? And how are negotiations undertaken linguistically - as discourse-based activities? Answers are sought by utilising transcripts of real-life instances of negotiation. This allows for finely-detailed descriptions of the observed activities, providing important insight into the discourse-context relationship, the interactional bases of work acitivities, and the communicative processes of negotiation.
Author : Kathy Hall
Publisher : Routledge
ISBN 13 : 1317913760
Total Pages : 236 pages
Book Rating : 4.3/5 (179 download)
Download or read book Networks of Mind: Learning, Culture, Neuroscience written by Kathy Hall and published by Routledge. This book was released on 2013-12-13 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: This ground breaking book is unique in bringing together two perspectives on learning - sociocultural theory and neuroscience. Drawing on both perspectives, it foregrounds important developments in our understanding of what learning is, where and how learning occurs and what we can do to understand learning as an everyday process. Leading experts from both disciplines demonstrate how sociocultural ideas (such as the relevance of experience, opportunity to learn, environment, personal histories, meaning, participation, memory, and feelings of belonging) align with and reflect upon new understandings emerging from neuroscience concerning plasticity and neural networks. Among the themes critically examined are the following: Mind and brain Culture Ability and talent Success and failure Memory Language Emotion Aimed at and accessible to a broad audience and drawing on both schools of thought, Networks of Mind employs case studies, vignettes and real life examples to demonstrate that, though the language of sociocultural theory and that of neuroscience appear very different, ultimately the concepts of both perspectives align and converge around some key ideas. The book shows where both perspectives overlap, collide and diverge in their assumptions and understanding of fundamental aspects of human flourishing. It shows how neuroscience confirms some of the key messages already well established by sociocultural theory, specifically the importance of opportunity to learn. It also argues that the ascendency of neuroscience may result in the marginalization of sociocultural science, though the latter, it argues, has enormous explanatory power for understanding and promoting learning, and for understanding how learning is afforded and constrained.
Author : Barry Goldman
Publisher : Routledge
ISBN 13 : 0415871158
Total Pages : 590 pages
Book Rating : 4.4/5 (158 download)
Download or read book The Psychology of Negotiations in the 21st Century Workplace written by Barry Goldman and published by Routledge. This book was released on 2012 with total page 590 pages. Available in PDF, EPUB and Kindle. Book excerpt: The "litigation explosion" in the 21st century workplace means increasing costs and risks of lawsuits. Negotiation appears the attractive alternative to litigation. This new volume, with contributions from experts in psychology, management, and other disciplines, bridges the gap between management and negotiation research. Managers, students, and researchers interested in the field of negotiation will find this new book in SIOP’s Organizational Frontiers series of interest.
Author : Karen S. Walch, Ph.D.
Publisher : Lulu.com
ISBN 13 : 1105144666
Total Pages : 218 pages
Book Rating : 4.1/5 (51 download)
Download or read book Seize the Sky: 9 Secrets of Negotiation Power: Student Version written by Karen S. Walch, Ph.D. and published by Lulu.com. This book was released on 2012-01-01 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Seize the Sky: 9 Secrets of Negotiation Power, Karen S. Walch explores the secrets of power central to your negotiation success. You can immediately enhance the leverage to work with others in order to achieve your goals. You will learn the limits of classic coercive power practices of manipulation and deception tactics. In contrast, this mastery guide uncovers the power of understanding method which unleashes vital energy, creativity, and stamina to achieve satisfying and lasting results.
