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Author : Closepet Nagaraj Ramesh
Publisher :
ISBN 13 :
Total Pages : 604 pages
Book Rating : 4.3/5 (129 download)
Download or read book The Influence of Power on Hostage Negotiation Outcomes written by Closepet Nagaraj Ramesh and published by . This book was released on 1992 with total page 604 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)
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.
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 : George Kohlrieser
Publisher : John Wiley & Sons
ISBN 13 : 1118047117
Total Pages : 301 pages
Book Rating : 4.1/5 (18 download)
Download or read book Hostage at the Table written by George Kohlrieser and published by John Wiley & Sons. This book was released on 2011-01-06 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt: George Kohlrieser—an international leadership professor, consultant, and veteran hostage negotiator—explains that it is only by openly facing conflict that we can truly progress through the most difficult business challenges. In this provocative book, he reveals how the proven techniques and psychological insights used in hostage negotiation can be applied successfully to any personal or business relationship. Step by step, he outlines the seven key factors that anyone can use to remove the blocks that stand in the way of resolving tough problems and shows how business leaders, in particular, can develop and access the skills they need to create trust and a positive mind-set in their companies.
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)
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.
Author : Richard N. Kocsis
Publisher : Charles C Thomas Publisher
ISBN 13 : 0398092362
Total Pages : 405 pages
Book Rating : 4.3/5 (98 download)
Download or read book Applied Criminal Psychology written by Richard N. Kocsis and published by Charles C Thomas Publisher. This book was released on 2018 with total page 405 pages. Available in PDF, EPUB and Kindle. Book excerpt: Applied Criminal Psychology provides the reader with a comprehensive and practical guide to psychological research and techniques. It is introductory and wide-ranging and covers important forensic aspects of psychology, psychiatry, and behavioral sciences. Many key forensic issues are covered, including personality disorders, risk assessment, the forensic psychologist as an expert witness, detecting deception, eyewitness memory, cognitive interviewing, forensic hypnosis, false confessions, criminal profiling, and crisis negotiation. With this new edition and starting with the first two chapters, significant focus has been placed upon Psychopathy and the closely associated DSM category of Anti-Social Personality Disorder. Another new chapter has also been included dedicated to the principles of law associated with an accused person's mental status. The book is international and interdisciplinary in its scope and focus. Many of the contributors to this book are well known scholars and/or practitioners. It will be of great interest to psychologists, psychiatrists, criminologists, legal professionals, law enforcement personnel and students who are planning careers in forensic psychology, criminology, and policing.
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 : Gary Noesner
Publisher : Random House Incorporated
ISBN 13 : 1400067251
Total Pages : 226 pages
Book Rating : 4.4/5 ( download)
Download or read book Stalling for Time written by Gary Noesner and published by Random House Incorporated. This book was released on 2010 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: A longtime FBI Lead Hostage Negotiator offers a behind-the-scenes account of the many high-profile cases he worked on--from hijackings and prison riots to religious-cult and right-wing-militia standoffs--and explains how such failures as Ruby Ridge and Waco could have been averted.
Author :
Publisher :
ISBN 13 :
Total Pages : 592 pages
Book Rating : 4.F/5 ( download)
Download or read book Dissertation Abstracts International written by and published by . This book was released on 2008 with total page 592 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Jonathan Wilkenfeld
Publisher : Routledge
ISBN 13 : 1135994781
Total Pages : 256 pages
Book Rating : 4.1/5 (359 download)
Download or read book Mediating International Crises written by Jonathan Wilkenfeld and published by Routledge. This book was released on 2007-05-07 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: This new book shows how international crises are dangerous episodes that can be destabilizing not only to the actors directly involved but also to the entire international system. Recognizing the primacy of crises as defining moments in international relations, scholars and policy makers alike are increasingly concerned with identifying mechanisms for crisis prevention, management and resolution. Mediating International Crises is the first comprehensive study into one such mechanism that has been used with increasing frequency in the 20th Century: mediation by a third party. This important research attempts to determine whether third party mediation is an effective means of alleviating or managing the turbulent and violent consequences of crises. The authors examine three approaches to mediation: facilitation communication between parties, formulating possible agreements and manipulating the parties through sanctions or rewards. They explore how these mediation approaches affect crisis outcomes through sanctions or rewards The book begins with a thorough discussion of the theoretical literature on mediation, with particular attention paid to the important distinction between crisis management and conflict resolution. The authors then provide empirical analyses of instances of mediation in 20th century international crises, which is supplemented with data derived from simulated negotiation settings with human subjects.
Author : George B. Graen
Publisher : IAP
ISBN 13 : 1607529203
Total Pages : 265 pages
Book Rating : 4.6/5 (75 download)
Download or read book New Frontiers of Leadership written by George B. Graen and published by IAP. This book was released on 2004-08-01 with total page 265 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Vikas Shah
Publisher : Michael O'Mara Books
ISBN 13 : 1789292670
Total Pages : 276 pages
Book Rating : 4.7/5 (892 download)
Download or read book Thought Economics written by Vikas Shah and published by Michael O'Mara Books. This book was released on 2021-02-04 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Including conversations with world leaders, Nobel prizewinners, business leaders, artists and Olympians, Vikas Shah quizzes the minds that matter on the big questions that concern us all.
Author : John W. Limbert
Publisher :
ISBN 13 :
Total Pages : 16 pages
Book Rating : 4.:/5 (327 download)
Download or read book Negotiating with the Islamic Republic of Iran written by John W. Limbert and published by . This book was released on 2008 with total page 16 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Thomas Strentz
Publisher : CRC Press
ISBN 13 : 1466516836
Total Pages : 371 pages
Book Rating : 4.4/5 (665 download)
Download or read book Psychological Aspects of Crisis Negotiation written by Thomas Strentz and published by CRC Press. This book was released on 2012-05-17 with total page 371 pages. Available in PDF, EPUB and Kindle. Book excerpt: While there are many books on crisis negotiation, most of the current literature focuses on the history and mechanics of this dynamic process, leaving out critical elements that are required for a successful encounter with a hostage-taker or other malfeasant. Psychological Aspects of Crisis Negotiation, Second Edition explores the methods and strategies for confronting the nine types of subjects typically encountered in hostage/suicide sieges by correctional staff and law enforcement crisis negotiators. Drawn from articles published by Thomas Strentz while serving at the FBI Academy* along with written versions of lectures developed and delivered since his retirement, the book highlights psychological dynamics of negotiations as they apply to the negotiator, the hostage, and the subject. It discusses the predictors of surrender versus the need for a tactical intervention and examines the phases of a hostage crisis and the changing focus as the crisis develops. Referencing historical events such as The Bay of Pigs invasion and the Challenger and Columbia incidents, the book demonstrates how faulty group decision making can spell tragedy. Enhanced with case studies to put the material into context, this second edition also includes new chapters on the first responder, hostage survival, and the Islamic belief system and culture. Steeped in sage advice from a national expert, this volume arms those tasked with confronting dangerous offenders with the knowledge and tools they need to subvert disaster and ensure the preservation of human life. *Articles were reviewed by the Academy Editorial/Review Board and approved by the Bureau for publication.
Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1626566992
Total Pages : 295 pages
Book Rating : 4.6/5 (265 download)
Download or read book Negotiating the Impossible written by Deepak Malhotra and published by Berrett-Koehler Publishers. This book was released on 2018-07-19 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author
Author : I. William Zartman
Publisher : University of Michigan Press
ISBN 13 : 9780472089079
Total Pages : 326 pages
Book Rating : 4.0/5 (89 download)
Download or read book Power and Negotiation written by I. William Zartman and published by University of Michigan Press. This book was released on 2000 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: Examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified
Author : G. Richard Shell
Publisher :
ISBN 13 : 9780140289312
Total Pages : 286 pages
Book Rating : 4.2/5 (893 download)
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.
