The impact of severe security crises on peace negotiations represents one of the most significant facets of modern conflict resolution theory to remain under-researched. It also stands out as the factor most likely to derail inherently sensitive negotiations. Negotiating Under Fire explores how such crises between two nations impact diplomatic initiatives between those countries. How do the negotiators' willingness and ability to continue influence the outcome? Do the levels of legitimacy, trust, and confidence within and between the parties change in such strained negotiations? Through a detailed analysis of three critical moments in the Oslo peace process—the Baruch Goldstein Hebron massacre of 1994, the Nachshon Wachsman kidnapping and execution of 1994, and the nine-day string of suicide bus bombings carried out in Israel in March of 1996—the author concludes that insurgents or those hostile to peace talks can and do undermine negotiations.
Negotiating Under Fire explores how real-time and severe security crises between two nations impact diplomatic initiatives between those countries. Using the Baruch Goldstein Hebron massacre of 1994, the Nachshon Wachsman kidnapping and execution of 1994, and the nine-day string of suicide bus bombings carried out in Israel in March 1996 as case studies to examine the impact of terrorism on negotiations over Oslo II (the Gaza-Jericho Agreement), the book concludes that insurgents or those hostile to peace talks can and do undermine negotiations.
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.
"Worth its weight in gold!" --Robert Shapiro, Esq. Renowned Trial Lawyer, Co-Founder of Legal Zoom What if you knew you could get what you want in negotiation? What if you knew you could feel powerful, confident and in control of the entire process? Top 1% attorney, author and media personality Rebecca Zung shares her proven method for successfully negotiating anything in her latest book, "Negotiate Like You MATTER: The Sure Fire Method to Step Up and Win" provides powerful and easy steps you can take to level up your business and your life! Every single person wants to feel seen, heard, understood and know they MATTER. This is true in any human interaction, but in negotiations the stakes are higher. The outcome of a negotiation becomes an outward measurement of our value, and if you haven't done your internal growth work, then at the deepest, darkest level, a "loss" in negotiations feels like YOU are less, not just that you RECEIVED less. That risk of vulnerability is often not worth the potential gain. Using her years of experience in litigating divorces for the world's most powerful people, attorney Rebecca Zung shares, through easy to understand language and humorous stories, the exact steps to the secret of how to get what you want. A totally innovative approach to negotiation, she blends the worlds of self-help, quantum physics, and body language with all the more traditional negotiation skills, strategies, tactics and techniques. 80% of winning a negotiation happens before you even walk into the room. To properly prepare, you must move from your inside out. This means that you must start from dealing with your own internal dialogue and knowing you have value. Next, you move to the external preparations. This means doing the research, preparing the arguments, creating leverage, discovering pain points, determining the best and worst case scenarios, doing risk analysis, deciding where the negotiations should be, what to wear, and what your first offer will be. The final step is the actual negotiation itself. Here you must prepare for how to command the entire process by determining how to walk into the room, how to greet the other person, how to use powerful body language (and read the other side's), how to present your offer, how to use embedded commands and mirroring, and much more. The methodology in this book works no matter what field you are in, and regardless of how powerful the other side is. Throughout the book, you'll be given easy to remember mnemonics, catchy phrases, tools, resources and exercises, all to remember exactly what to do to win every negotiation, in any situation, every time - and have the other side be happy about it. Get ready to feel empowered, inspired and actually look forward to negotiating!
We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!
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.
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.
“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
If you're looking to build your deal-making chops, there is no better school than the world of professional sports. Few authors are as qualified to guide you through that rough-and-tumble terrain as Ken Shropshire. From the Fortune 500 to the NFL, from Don King to big city mayors, Ken has negotiated major sports deals across the country and around the world. He's also one of today's most sought-after negotiating coaches, with clients ranging from the National Collegiate Athletic Association to IBM. In Negotiate Like the Pros, Ken tells the stories behind some of the most sensational sports deals of all time and extracts powerful lessons from them on the skills you need to master to become a top-notch dealmaker. You'll learn how to: Prepare and Set Agendas: Peter Ueberroth's negotiation with Fidel Castro during the Soviet boycott of the '84 Olympics Know Your Negotiating Style and Play to Your Strengths: Why NFL coach Bill Walsh stresses sticking with your style Set Goals: the $60 million deal Daiuske “Dice-K” Matsuzaka cut with the Boston Red Sox in 2006 Leverage: from the astonishing three-way negotiation between Muhammed Ali, George Foreman and the President of Zaire that Don King used to pull off “The Rumble in the Jungle” Build Relationships: Yao Ming's move from China and David Beckham's $250 million deal with the Los Angeles Galaxy You also get a wealth of insider tips, tricks, and skill-building tools to help you develop a highly-effective, systematic approach to deal making. Whether you're a fanatic who sees the world through sports-colored glasses, or a casual observer who wants to learn from some of the toughest, shrewdest dealmakers in any industry, this book will teach you how to Negotiate Like the Pros.
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
