How To Be A Better Negotiator
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Author |
: Richard A. LUECKE |
Publisher |
: AMACOM Div American Mgmt Assn |
Total Pages |
: 112 |
Release |
: 2008-03-12 |
ISBN-10 |
: 9780814401873 |
ISBN-13 |
: 0814401872 |
Rating |
: 4/5 (73 Downloads) |
Synopsis How to Become a Better Negotiator by : Richard A. LUECKE
Whether it’s at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the only way to consistently arrive at successful conclusions is to master the art of negotiation. Updated with completely new tactics and strategies, How to Become a Better Negotiator lets readers in on the same high-level skills that experienced negotiators use.Packed with fill-in-the-blank sections, tips, quizzes, and chapter reviews, the book covers important topics such as listening, assertiveness, and how to deal with hostile opponents. In addition, the book now features new chapters on:preparation, including identifying issues and interests, and determining alternatives to a deal and reserve price • the five basic steps of negotiation and “doing the deal” • and typical negotiating pitfalls and how to avoid them.
Author |
: Roger Fisher |
Publisher |
: Houghton Mifflin Harcourt |
Total Pages |
: 242 |
Release |
: 1991 |
ISBN-10 |
: 0395631246 |
ISBN-13 |
: 9780395631249 |
Rating |
: 4/5 (46 Downloads) |
Synopsis Getting to Yes by : Roger Fisher
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 |
: John Mattock |
Publisher |
: Kogan Page Publishers |
Total Pages |
: 164 |
Release |
: 1996 |
ISBN-10 |
: 0749420936 |
ISBN-13 |
: 9780749420932 |
Rating |
: 4/5 (36 Downloads) |
Synopsis How to be a Better Negotiator by : John Mattock
Offers advice on seeing through the process of negotiation, whether individually or as part of a team.
Author |
: Steve Gates |
Publisher |
: John Wiley & Sons |
Total Pages |
: 240 |
Release |
: 2015-10-08 |
ISBN-10 |
: 9781119155522 |
ISBN-13 |
: 1119155525 |
Rating |
: 4/5 (22 Downloads) |
Synopsis The Negotiation Book by : Steve Gates
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
Author |
: Deepak Malhotra |
Publisher |
: Bantam |
Total Pages |
: 354 |
Release |
: 2008-08-26 |
ISBN-10 |
: 9780553384116 |
ISBN-13 |
: 0553384112 |
Rating |
: 4/5 (16 Downloads) |
Synopsis Negotiation Genius by : Deepak Malhotra
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 |
: Stephen Kozicki |
Publisher |
: Gower Publishing Company, Limited |
Total Pages |
: 199 |
Release |
: 1994-01 |
ISBN-10 |
: 0566074923 |
ISBN-13 |
: 9780566074929 |
Rating |
: 4/5 (23 Downloads) |
Synopsis The Creative Negotiator by : Stephen Kozicki
In this book, Kozicki persuades the reader that successful negotiation need not be about conflict, and provides a step-by-step process for negotiating success. This revolves around a flexible negotiating style, carefully planned outcomes, and a set of four basic principles to be followed.
Author |
: Don Hutson |
Publisher |
: Berrett-Koehler Publishers |
Total Pages |
: 121 |
Release |
: 2010-08-30 |
ISBN-10 |
: 9781605096216 |
ISBN-13 |
: 1605096210 |
Rating |
: 4/5 (16 Downloads) |
Synopsis The One Minute Negotiator by : Don Hutson
Negotiation impacts every aspect of our lives, from the deals we strike on the job, to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything they can to avoid negotiating—it makes them uncomfortable, nervous, even frightened. This plague of negotiaphobia is what Don Hutson and George Lucas are here to remedy. Hutson and Lucas tell the tale of Jay Baxter, who sells more than anyone else in his company but finds himself in trouble because his profit margins are so slim—he's giving too much away to close the deal. Enter the One Minute Negotiator, who teaches him a three-step negotiating process that not only helps him make more profit per sale but can be applied anywhere, on the job or off. The key to the process is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. But no two negotiations are alike—one strategy cannot fit all. The One Minute Negotiator teaches you four viable strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side. Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. You'll never walk away thinking about what you should have asked for or might have gotten. Instead, with the tools Hutson and Lucas provide, you can confidently and consistently guide any negotiation to the best possible conclusion.
Author |
: Herb Cohen |
Publisher |
: Bantam |
Total Pages |
: 260 |
Release |
: 1982-12-01 |
ISBN-10 |
: 9780553281095 |
ISBN-13 |
: 0553281097 |
Rating |
: 4/5 (95 Downloads) |
Synopsis You Can Negotiate Anything by : Herb Cohen
Regardless of who you are or what you want, you can negotiate anything promises Herb Cohen, the world’s best negotiator. From mergers to marriages, from loans to lovemaking, the #1 bestseller You Can Negotiate Anything proves that “money, justice, prestige, love—it’s all negotiable.” Hailed by such publications as Time, People, and Newsweek, Cohen has advised presidents on everything from domestic policy to hostage crises to combating internal terrorism. His advice: “Be patient, be personal, be informed—and you can bargain successfully for anything.” Inside, you’ll learn the keys to using Herb Cohen’s proven strategy for dealing with your mate, your boss, your credit card company, your children, your lawyer, your best friends, and even yourself: •The three crucial steps to success • Identifying the other side’s negotiating style—and how to deal with it • The win-win technique • Using time to your advantage • The power of persistence, persuasion, and attitude • The art of the telephone negotiation, and much more “Power is based upon perception—if you think you’ve got it then you’ve got it!” affirms Herb Cohen, the world’s expert. And with this book, you’ve got the power to get what you really want right in your hands.
Author |
: Harvard Business Review |
Publisher |
: Harvard Business Press |
Total Pages |
: 189 |
Release |
: 2019-04-30 |
ISBN-10 |
: 9781633697768 |
ISBN-13 |
: 1633697762 |
Rating |
: 4/5 (68 Downloads) |
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
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.
Author |
: Florence Kennedy Rolland |
Publisher |
: Routledge |
Total Pages |
: 243 |
Release |
: 2020-11-03 |
ISBN-10 |
: 9781000206128 |
ISBN-13 |
: 1000206122 |
Rating |
: 4/5 (28 Downloads) |
Synopsis The Persuasive Negotiator by : Florence Kennedy Rolland
Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation. Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it’s creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.