The Knack of Negotiating
The Knack of Negotiating

Author: Keith Rowe

Publisher: ReadHowYouWant.com

Published: 2011-07

Total Pages: 288

ISBN-13: 1458795438

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As a sequel to his popular KNACK of Selling: face-to-face, Keith Rowe expands his time-tested interpersonal skills material to address the essential elements of successful negotiation. While the principles of negotiation can apply to everything from the relatively frivolous excitement of buying a new digital television to the deadly seriousness of negotiating a hostage release, the real focus here is on the commercial buying and selling role, where the ongoing trading relationship goes hand in hand with securing the deal.The Reader: This is a 'must have' reference for marketing and product managers, trade salespeople, those reseller buyers or purchasing officers who sit across the table from them, and the retail managers and salespeople who ultimately on-sell the proposition to the consumer. It should prove invaluable to anyone involved in the face-to-face challenges of negotiating the passage of products and services through the supply chain.

Smart Negotiating
Smart Negotiating

Author: James C. Freund

Publisher: Simon and Schuster

Published: 1993-06-08

Total Pages: 260

ISBN-13: 0671869213

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The four vital steps for successful negotiation--explained with wit and clarity by a master negotiator. Using examples from his own broad range of negotiating experiences, Freund presents a "game-plan" approach to negotiating--a technique far more successful than hardball competition or win-win cooperation.

Winning Together
Winning Together

Author: Bruno Verdini Trejo

Publisher: MIT Press

Published: 2017-12-15

Total Pages: 331

ISBN-13: 0262534371

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Strategies for transboundary natural resource management; winner of Harvard Law School's Raiffa Award for best research of the year in negotiation and conflict resolution. Transboundary natural resource negotiations, often conducted in an atmosphere of entrenched mistrust, confrontation, and deadlock, can go on for decades. In this book, Bruno Verdini outlines an approach by which government, private sector, and nongovernmental stakeholders can overcome grievances, break the status quo, trade across differences, and create mutual gains in high-stakes water, energy, and environmental negotiations. Verdini examines two landmark negotiations between the United States and Mexico. The two cases—one involving conflict over shared hydrocarbon reservoirs in the Gulf of Mexico and the other involving disputes over the shared waters of the Colorado River—resulted in groundbreaking agreements in 2012, after decades of deadlock. Drawing on his extensive interviews with more than seventy high-ranking negotiators in the United States and Mexico—from presidents and ambassadors to general managers, technical experts, and nongovernmental advocates—Verdini offers detailed accounts from multiple points of view, on both sides of the border. He unpacks the negotiation, leadership, collaborative decision-making, and political communication strategies that made agreement possible. Building upon the theoretical and empirical findings, Verdini offers advice for practitioners on effective negotiation and dispute resolution strategies that avoid the presumption that there are not enough resources to go around, and that one side must win and the other must inevitably lose. This investigation is the winner of Harvard Law School's Howard Raiffa Award for best research of the year in negotiation, mediation, decision-making, and dispute resolution.

The Art of Negotiation
The Art of Negotiation

Author: Michael Wheeler

Publisher: Simon and Schuster

Published: 2013-10-08

Total Pages: 320

ISBN-13: 1451690444

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A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotia­tors thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

The Knack
The Knack

Author: Norm Brodsky

Publisher: Penguin

Published: 2008

Total Pages: 290

ISBN-13: 9781591842217

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People starting out in business tend to seek step-by-step formulas or rules, but in reality there are no magic bullets. Rather, there's a mentality that helps street-smart entrepreneurs solve problems and pursue opportunities as they arise.

Next-Level Negotiating (HBR Women at Work Series)
Next-Level Negotiating (HBR Women at Work Series)

Author: Harvard Business Review

Publisher: Harvard Business Press

Published: 2022-12-13

Total Pages: 178

ISBN-13: 1647824346

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Build trust—and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your confidence, resilience—and results. But it's not just numbers and strategies. Advocating for yourself, your team, and your business can feel personal, so you also need to manage the emotions that arise during the process. Next-Level Negotiating provides the research, advice, and practical tips you need to counter the harmful stereotypes about women and negotiation to communicate clearly who you are and what you need. Establish trust with your counterpart and face negotiations of any size with curiosity, creativity, and a collaborative mindset—all the essentials to successfully seal a deal. This book will inspire you to: Set a clear target—and imagine alternatives Consider your counterpart's context and perspective Manage the emotions in the room Strike a deal that works for you The HBR Women at Work Series spotlights the real challenges and opportunities women experience throughout their careers. With interviews from the popular podcast of the same name and related articles, stories, and research, these books provide inspiration and advice for taking on topics at work like inequity, advancement, and building community. Featuring detailed discussion guides, this series will help you spark important conversations about where we’re at and how to move forward.

Negotiating Paradise
Negotiating Paradise

Author: Dennis Merrill

Publisher: Univ of North Carolina Press

Published: 2009-09-01

Total Pages: 346

ISBN-13: 0807898635

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Accounts of U.S. empire building in Latin America typically portray politically and economically powerful North Americans descending on their southerly neighbors to engage in lopsided negotiations. Dennis Merrill's comparative history of U.S. tourism in Latin America in the twentieth century demonstrates that empire is a more textured, variable, and interactive system of inequality and resistance than commonly assumed. In his examination of interwar Mexico, early Cold War Cuba, and Puerto Rico during the Alliance for Progress, Merrill demonstrates how tourists and the international travel industry facilitated the expansion of U.S. consumer and cultural power in Latin America. He also shows the many ways in which local service workers, labor unions, business interests, and host governments vied to manage the Yankee invasion. While national leaders negotiated treaties and military occupations, visitors and hosts navigated interracial encounters in bars and brothels, confronted clashing notions of gender and sexuality at beachside resorts, and negotiated national identities. Highlighting the everyday realities of U.S. empire in ways often overlooked, Merrill's analysis provides historical context for understanding the contemporary debate over the costs and benefits of globalization.

Negotiations with the Sniper
Negotiations with the Sniper

Author: Martin L. Buxbaum

Publisher: AuthorHouse

Published: 2010-02

Total Pages: 554

ISBN-13: 1449073522

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Mason Allyon Dwennon is mad- both angry with the world mad and strapped in a rubber room while wearing a Napoleon hat mad. Diagnosed as a manic-depressive schizophrenic, Mason exists as a self-exiled pariah, skirting the fringes of humanity as the sole member of his Square Peg Society. Divorced, alone, bitter, depressed, haunted by voices and visions and on the verge of suicide, Mason experiences a major psychotic episode and is hospitalized. There he is finally diagnosed as having dissociative identity disorder and found to have at least eight different and distinct personalities. Negotiations with the Sniper is a first person account of Mason's ordeal. The story details a three-year free association session with his imaginary psychiatrist (A wise-cracking, life-size plastic Barbie head who speaks with a thick German accent and refers to himself as Dr. Carl). As the story progresses, each of Mason's eight personalities reveals him or herself in their own voices as they search for the elusive something responsible for all of his suffering. To compound his problems, Mason continuously floats in and out of fugue states and has to reconcile missing periods of time. All too frequently, his habitués are less-than well behaved during his mental lapses. In Mason's own words, "Many's the time I've had to stand before a screaming, slavering, red-faced employer, manager, shop foreman, neighbor, police officer, parent, sibling, spouse, in-law, teacher, first sergeant, nun, etc. and bear the tirade meant for one of my compadres, while unable to offer any reasonable excuse for my actions." Despite the sinister allusion to a concealed killer, the title actually refers to the cruel, thoughtless and ofttimes well-intentioned actions of those persons most influential in young Mason's life, responsible for triggering his psychotic responses.

The Outstanding Negotiator
The Outstanding Negotiator

Author: Christian H. Godefroy

Publisher: Club Positif

Published:

Total Pages: 479

ISBN-13:

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If you have to negotiate a vital contract, resolve a conflict with a colleague, or get better loan terms from the bank, The Outstanding Negotiator will show you how. This step-by-step course has been used to train executives and managers all over the world. You will learn: - How to evaluate your abilities as a negotiator - How to anticipate the other party’s attitudes ans reactions - The 6 indispensable stages of effective negotiation - How to react with to outrageous demands - 12 ways to deal with a breakdown in negotiations - How to make — and obtain — concessions - 8 tactics to obtain more power than you thought possible - How to close the deal A progressive course designed to teach you the winning techniques and secret strategies used by the world's top negotiators. Throughout there are exercises, tests and simulated situations. Christian H. Godefroy has worked as a training specialist for many companies, including Renault and IBM. Louis Robert, a businessman and management consultant, conducts training seminars for organisations and corporations around the world.

The Negotiation Playbook
The Negotiation Playbook

Author: Glin Bayley

Publisher: John Wiley & Sons

Published: 2024-09-23

Total Pages: 311

ISBN-13: 1394284691

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Every negotiation is an opportunity — to connect, collaborate and create value If you want better business outcomes, you need the confidence and skill to ask for what you want — and get it. The Negotiation Playbook: Strategies That Work and Results That Last shares tactics and tools to boost your communication skills for more powerful persuasion and more creative problem-solving. Backed by insights from behavioural psychology, this playbook reveals the what, why, when, where and how behind skilful negotiation. Author and negotiation specialist Glin Bayley shows you how to develop more meaningful business relationships in every encounter. With The Value MethodTM for negotiation, you’ll discover a five-part framework you can use to generate more successes and better profits. More than this, you’ll learn how to collaborate with stakeholders in a way that generates real, positive impact beyond the bottom line. The Negotiation Playbook shows you how to: Identify and strengthen your own personal negotiation style Analyse the data, understand the value you bring to the table and leverage your position Develop the agility you need to adapt your approach and solve problems creatively and intuitively Strengthen your ability to influence, by seeing and hearing things that others miss Create a strategic plan for any negotiation For anyone who needs to lead, collaborate, bargain, pitch, present or sell, this book offers powerful guidance to achieve long-term sustainable success. The Negotiation Playbook will help you transform your day-to-day challenges — in business and in life — into opportunities for shared rewards.