Getting to Yes

Getting to Yes

Author: Roger Fisher

Publisher: Houghton Mifflin Harcourt

Published: 1991

Total Pages: 242

ISBN-13: 9780395631249

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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.


Bargaining for Advantage

Bargaining for Advantage

Author: G. Richard Shell

Publisher: Penguin

Published: 2006-05-02

Total Pages: 306

ISBN-13: 1101221372

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A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track


ON THE MANNER OF NEGOTIATING WITH PRINCES

ON THE MANNER OF NEGOTIATING WITH PRINCES

Author: FRANÇOIS DE CALLIÈRES

Publisher: BEYOND BOOKS HUB

Published: 2022-01-01

Total Pages: 99

ISBN-13:

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DIPLOMACY is one of the highest of the political arts. In a well-ordered commonwealth it would be held in the esteem due to a great public service in whose hands the safety of the people largely lies; and it would thus attract to its ranks its full share of national ability and energy which for the most part to-day passes into other professions. But the diplomatic service, at all times, and in almost all countries, has suffered from lack of public appreciation: though perhaps at no time has it had so many detractors as to-day. Its almost unparalleled unpopularity is due to a variety of causes, some of which are temporary and removable, while others must be permanent in human affairs, for they were found to operate in the days when the author of this little book shone in French diplomacy. The major cause is public neglect; but it is also due, in no small measure, to the prevalent confusion between[Pg vi] policy, which is the substance, and diplomacy proper, which is the process by which it is carried out. This confusion exists not only in the popular mind, but even in the writings of historians who might be expected to practise a better discernment. Policy is the concern of governments. Responsibility therefore belongs to the Secretary of State who directs policy and appoints the agents of it. But the constitutional doctrine of ministerial responsibility is not an unvarying reality. No one will maintain that Lord Cromer’s success in Egypt was due to the wisdom of Whitehall, or to anything but his own sterling qualities. Nor can a just judgment of our recent Balkan diplomacy fail to assign a heavy share of the blame to the incompetence of more than one ‘man on the spot.’ The truth is, that the whole system, of which, in their different measure, Downing Street and the embassies abroad are both responsible parts, is not abreast of the needs of the time, and will not be until Callières’s excellent maxims become the common practice of the service. These maxims are to be found in the little book of which a free translation is here presented. François de Callières treats diplomacy as the art[Pg vii] practised by the négotiateur—a most apt name for the diplomatist—in carrying out the instructions of statesmen and princes. The very choice of the word manière in his title shows that he conceives of diplomacy as the servant, not the author, of policy; and indeed his argument is not many pages old before he is heard insisting that it is ‘the agent of high policy.’ Observance of this distinction is the first condition of fruitful criticism. It is therefore worth while, at the outset, to clear away the obscurity and confusion which surround the subject, and thus, in some measure, to relieve both diplomacy in general and the individual diplomatist in particular from the burden of irrelevant and unjust criticism..


Negotiation Genius

Negotiation Genius

Author: Deepak Malhotra

Publisher: Bantam

Published: 2008-08-26

Total Pages: 354

ISBN-13: 0553384112

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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.


Effective Negotiation

Effective Negotiation

Author: Ray Fells

Publisher: Cambridge University Press

Published: 2009-11-16

Total Pages: 248

ISBN-13: 1139482467

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Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.


Negotiation Analysis

Negotiation Analysis

Author: Howard Raiffa

Publisher: Harvard University Press

Published: 2007-03-31

Total Pages: 567

ISBN-13: 0674255690

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This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.


The Handbook of Negotiation and Culture

The Handbook of Negotiation and Culture

Author: Michele J. Gelfand

Publisher: Stanford University Press

Published: 2004

Total Pages: 478

ISBN-13: 0804745862

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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.


Beyond Winning

Beyond Winning

Author: Robert H. Mnookin

Publisher: Harvard University Press

Published: 2004-04-15

Total Pages: 369

ISBN-13: 0674504100

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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.


Negotiation

Negotiation

Author: Kevin W. Rockmann

Publisher: SAGE Publications

Published: 2019-12-12

Total Pages: 462

ISBN-13: 1544397488

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Negotiation: Moving From Conflict to Agreement helps students see how negotiation is all around them. Using every day and business examples, authors Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin explain how to negotiate with an emphasis on when and why to use certain tactics and approach. Focusing on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand all the ways they can negotiate to create value. Packed with practical advice, integrated coverage of ethics, cases, and role-playing exercises, this compelling new text takes an applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills. Included with this title: The password-protected Instructor Resource Site (formally known as SAGE Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.