All day, every day, we negotiate: with our friends, spouses, children, boss, customers, and co-workers. A Woman's Guide to Successful Negotiating builds on women's innate skills in professional and personal situations. Drawing upon their considerable experience, as a top corporate negotiator and as an investment banker, Lee and Jessica Miller have developed proven strategies, tactics, and techniques that tap into women's abilities to convince, collaborate and create. The authors feature innovative strategies for negotiating with aggressive men and competitive women. The authors also explore th... View More...
Provides guidance on persuading others to give you what you want without driving people away. The text offers strategies for a wide range of negotiations. View More...
The four new guides in this best-selling series are ideal for managers at every level. These compact references -- the most accessible single-subject business guides on the market -- demonstrate techniques and skills useful in any work environment. View More...
This is a short derivative from the main Negotiation text. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both Negotiation and Negotiation: Readings, Cases, and Exercises. Events and contemporary media have been interspersed throughout the text to add to readability and student interest. Every chapter has been revised; major new sections include material on dispute framing, coalitions and types of relationships betwe... View More...
Essentials Of Negotiation, 4e is a short paperback derivative from the main text, Negotiation, 5e. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact. View More...
Guerilla Negotiating geh rt zur Guerilla Marketing Reihe und wurde speziell f r jene Unternehmen geschrieben, die ihre Margen trotz der billiger anbietenden Konkurrenz behaupten m ssen. Als Folgetitel zu Guerilla Selling (1992) liefert dieses Buch Vertretern, Vertriebsmanagern, Marketing Managern und Kleinunternehmern ein wahres Arsenal von T cken und Techniken, mit deren Hilfe sie die Erreichung ihrer Ziele sicherstellen k nnen. Es ist das allererste Buch, das Guerilla Vertriebs- und Marketingtaktiken auf das einzigartige, spannungsgeladene Verhandlungsumfeld anwendet. Vollgepackt mit Insider... View More...
Today's super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources: -- Recent advances in psychology, linguistics, trial advocacy, sales, and management communications--the cutting edge of the art of performance.-- Tips, tricks, and techniques from 200 of the world's masters--the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.-- Mayer's own been there, done that years as a lawyer ... View More...
A concise guide to the techniques and tactics of professional negotiators... Making the Deal What can you do to calm prenegotiation jitters? (See chapter 3.) How do you take immediate charge of a negotiating session? (See chapter 4.) How do you respond when your opponent throws you a left curve? (See chapter 10.) What can you do to break a negotiating deadlock? (See chapter 8.) When is the time ripe for closing? (See chapter 12.) Making the Deal is an insider's guide to negotiating like the pros. It's full of tips and techniques -- sometimes unorthodox, always creative -- honed by the author... View More...
In Business, You Don't Get What You Deserve, You Get What You Negotiate.Now more than ever, successful people are turning to Karrass and The Negotiating Game. Chester L. Karrass is the leader in the field of negotiation, and more than 260 of the Fortine 500 license the Karrass program.The Negotiating Game will teach you to: recognize that you have more power than you think -- in every negotiationdetermine the right price and terms at which to sell, and when to close with any customerpersuade others to work with you, rather than against you set and meet budgetscomplete and administer contracts ... View More...
Negotiation is a critical skill needed for effective management. This edition explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. View More...
Michael D. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, ca... View More...
Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In "Strategic Negotiation," Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors... View More...
Crafting agreements with others is a fundamental life skill. Unfortunately, we were never taught how to do it. The agreements most people make are incomplete and ineffective-they usually focus on protecting against what might go wrong instead of figuring out how to make things go right. The Book of Agreement offers a new approach. Stewart Levine demonstrates the superiority of "agreements for results" versus "agreements for protection" and outlines ten principles for creating agreements that explicitly articulate desired outcomes and provide a roadmap to achieving them. He includes over thirty... View More...
"A practical and interactive guide to mastering the arts of bargaining and negotiation. The word ""negotiation"" is rooted in the Latin negotium, meaning ""not leisure"" (as in that which is not leisure is business). In Old French, negociacion meant ""dealing with people."" Both definitions, though archaic, are right on the mark because the fact is that all dealings between people--whether social or business--constitute negotiation. The Negotiation Toolkit offers a fresh new approach to mastering these two crucial skills. Unlike other books (which just offer basic advice), this hands-... View More...
One of the most successful dealmakers in the sports industry presents his unique negotiating strategies "Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book." -Charles M. Cawley Chief Executive Officer, MBNA America Bank, N.A. "In the field of negoti... View More...
One of the most successful dealmakers in the sports industry presents his unique negotiating strategies "Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book." --Charles M. Cawley, Chief Executive Officer, MBNA America Bank, N.A. "In the field of negoti... View More...
In The Skilled Negotiator Kathleen Reardon engagingly describes how to expand on negotiation strategies and develop language skills to enhance success in negotiation. The book is filled with real-life examples revealing how to detect subtleties in manner and speech that negotiation novices fail to notice. You'll learn how to identify the 'choice points' that occur during negotiations, how to influence and redirect the conversation to address what you need and ultimately get what you want. The author helps you: Identify your negotiation style and its limitations Use language strategically whet... View More...
A guide to the art of negotiation in business and life by a noted sports agent and attorney explains how to achieve success while living by a strict code of personal and professional ethics. View More...
