Nearly every professional interaction you have during your career will involve a negotiation of some sort. Whether you're closing a million-dollar deal with a client, bargaining over your own terms of employment, or delegating duties among your coworkers, the key to successful negotiation is possessing intelligence. But intelligence doesn't mean just having smarts. It means knowing your opponents inside and out: how they respond under stress, what tricks they try to pull to catch you off guard, and how to negotiate a fair deal that makes both sides happy. It means knowing what they will ask for before they ask, what they are willing to give before they give, and where they will draw the line before they walk away from the table. The Intelligent Negotiator is your complete and practical guide to understanding and mastering effective negotiating skills. Author and negotiation expert Charles Craver goes beyond the basic principles of negotiation and gets down to the nitty-gritty steps of the process, including what kinds of clothes to wear to help you succeed, where to sit in a room during an important negotiation, what questions to ask, how to listen and watch effectively, how to present your offers, and, most importantly, when to give and when to take. Mr. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years. In this easy-to-use book, he reveals his never-fail techniques that will give you the confidence and persuasiveness of a seasoned pro. You'll discover how to: ·Identify the different types of negotiating techniques, when to use each one, and how to counter them ·Close a deal properly to avoid last-minute demands ·Walk away from a deal without losing your cool ·Prepare for the unexpected, master the mental game, and avoid psychological entrapment ·Understand the different stages of the negotiation process and what to do in each ·And much, much more Packed with interactive exercises, insightful anecdotes from the author's own career, and invaluable lessons on building a personal negotiating style, this is your complete guide to bargaining and deal-making the right way—with intelligence.

In today’s business world, people negotiate every day, everywhere, using techniques learned from various books, experience, and education. Some are more culturally aware and others much less. Some forget that negotiation is, first of all, a human interaction. Some still think that negotiation rhymes with competition. If any of this sounds familiar to you, this book can help. Inside, the author presents strategies, stories, facts, and tools that intelligent international negotiators use in order to succeed in their negotiations worldwide. The unique integrative cross-cultural approach to negotiating will provide a different and innovative perception of what negotiating means today. It also provides the perfect approach to international negotiations from the perspective of an expert who has negotiated in international businesses around the world—more human, more pleasant, and more effective. The Intelligent International Negotiator is a ready-to- use book that you will read and digest very quickly, with inputs that you can employ immediately.

SHORTLISTED FOR 'BEST COMMUTER READ', CMI MANAGEMENT BOOK OF THE YEAR 2017 How do you ask for a promotion, deliver tough news to clients, or secure investment for your new business? The answer is negotiation. It is the most important skill you can develop to get what you want in business and life. No matter how much experience you’ve got, We Have a Deal can help you to improve your negotiation skill – developing an awareness of your habits and abilities, recognising what’s really going on in a deal, and building a flexible approach that is confident and appropriate to each situation. Negotiation expert Natalie Reynolds moves beyond the old-fashioned rules of deal making to explore why people react the way they do in certain situations and how can we use that knowledge to get a good deal. Her five-step DEALS method has helped individuals and organisations to excel at all kinds of negotiation, from clinching a pay rise to resolving disputes, from developing partnerships to shaking hands on multi-million dollar deals. We Have a Deal will help you to overcome obstacles, work with different personalities and in varied cultures, and develop an intelligent and flexible approach will empower you to get the best deal, every time.

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.

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.

Sharks are not evil. But they're single-minded and very, very hungry. On land, they take the form of bosses, businesspeople, colleagues, family, and sociopathic neighbors. In the world of former governor of New Mexico and US ambassador to the United Nations Bill Richardson, they have taken the form of the most powerful people in the world. He's engaged in high-stakes, face-to-face negotiations with Castro, Saddam, the Taliban, two generations of North Korean leadership, and many more of the world's most infamous dictators—and done it so well he was known as the "Undersecretary of Thugs" while with the Clinton administration. Now the 5-time Nobel Peace Prize nominee tells these stories—from Washington, DC, to the Middle East to Pyongyang—in all their intense and sometimes absurd glory. How to Sweet-Talk a Shark is a rare, candid, and entertaining glimpse into an insider's world of high-stakes negotiation—showing Richardson's successes and failures in some of the world's least friendly places. Meanwhile, readers get frank lessons in the art of negotiation: how to prepare, how to size up your opponent, how to understand the nature of power in a standoff, how to give up only what is necessary while getting what you want, and many other strategies Richardson has mastered through at-the-table experience—and from working with other master negotiators like Presidents Obama and Clinton, and Nelson Mandela. These are takeaways that anyone can use to negotiate with the power brokers, dealmakers, and, yes, the hungry sharks in their own lives.

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.

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.

The former Maine senator and Senate majority leader describes his career spent orchestrating peace and negotiations in Northern Ireland and the Middle East and investigating the use of performance-enhancing drugs in baseball. --Publisher's description. "Reflections on an American life, from Maine to the U.S. Senate, from baseball to Disney, from Northern Ireland to the Middle East"--Jacket.

Plunge back into an enthralling paranormal world in book 2 of the Negotiator urban fantasy series from acclaimed author C.E. Murphy. New York City’s only legal counsel to the fabled Old Races, Margrit Knight is levelheaded in all matters extraordinary. But when she’s summoned to negotiate a peace treaty among rival factions, her own mortal world threatens to fall apart. Margrit’s been in hot water before, but reentering the underworld brings a new set of problems. And a new set of friends and enemies, including a ruthless vampire mobster, a dragonlord who won’t take no for an answer, a band of subversive selkies…oh, and Alban Korund, the sexy gargoyle who got her into this mess—and whose granite-strong touch still haunts her every fantasy… Originally published in 2008