Author : G. Richard Shell
Genre : Business & Economics
Publisher : Penguin
ISBN : 9781101221372
Type book : PDF, Epub, Kindle and Mobi
File Download : 304 page

BRAND NEW FOR 2019: 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

Author : G. Richard Shell
Genre : Negotiation
Publisher :
ISBN : 0140289313
Type book : PDF, Epub, Kindle and Mobi
File Download : 286 page

Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

Author : G. Richard Shell
Genre : Business & Economics
Publisher : Penguin
ISBN : 9780143036975
Type book : PDF, Epub, Kindle and Mobi
File Download : 306 page

BRAND NEW FOR 2019: 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

Author : Steve Gates
Genre : Business & Economics
Publisher : John Wiley & Sons
ISBN : 9781119155522
Type book : PDF, Epub, Kindle and Mobi
File Download : 240 page

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

Author : Roger Fisher
Genre : Business & Economics
Publisher : Houghton Mifflin Harcourt
ISBN : 0395631246
Type book : PDF, Epub, Kindle and Mobi
File Download : 242 page

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.

Author : David A. Lax
Genre : Business & Economics
Publisher : Simon and Schuster
ISBN : 9781439105207
Type book : PDF, Epub, Kindle and Mobi
File Download : 416 page

This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.

Author : David A. Lax
Genre : Business & Economics
Publisher : Harvard Business Press
ISBN : 9781422143445
Type book : PDF, Epub, Kindle and Mobi
File Download : 304 page

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

Author : Lothar Katz
Genre : Business & Economics
Publisher : Createspace Independent Pub
ISBN : UCLA:L0099971780
Type book : PDF, Epub, Kindle and Mobi
File Download : 478 page

Negotiating International Business is a comprehensive reference guide designed to aide business people when dealing with foreign counterparts. It explains fundamental aspects of international business negotiations, culture-specific expectations and practices, as well as numerous techniques used by international negotiators. Here is the advice you need in order to be successful by adjusting business, personal, and social behaviors as required in any of 50 countries around the world.

Author : G. Richard Shell
Genre : Business & Economics
Publisher : Penguin
ISBN : 1591841763
Type book : PDF, Epub, Kindle and Mobi
File Download : 332 page

Explains that the selling of ideas is a matter of encouraging others to share one's beliefs in a guide for salespeople that invites readers to self-assess their persuasion personality and build on natural strengths.

Author : Connie Schultz
Genre : Biography & Autobiography
Publisher : Random House Trade Paperbacks
ISBN : 9780812976878
Type book : PDF, Epub, Kindle and Mobi
File Download : 306 page

Writing with warmth and humor, Connie Schultz reveals the rigors, joys, and absolute madness of a new marriage at midlife and campaigning with her husband, Sherrod Brown, now the junior senator from Ohio. She describes the chain of events leading up to Sherrod’s decision to run for the Senate (he would not enter the fray without his wife’s unequivocal support), and her own decision to step down from writing her Pulitzer Prize-winning column during the course of one of the nation’s most intensely watched races. She writes about the moment her friends in the press became not so friendly, the constant campaign demands on her marriage and family life, and a personal tragedy that came out of the blue. Schultz also shares insight into the challenges of political life: dealing with audacious bloggers, ruthless adversaries, and political divas; battling expectations of a political wife; and the shock of having staffers young enough to be her children suddenly directing her every move. Connie Schultz is passionate and outspoken about her opinions–in other words, every political consultant’s nightmare, and every reader’s dream. “[Schultz is] a Pulitzer Prize—winning journalist with a mordant wit. . . . The [campaign memoir] genre takes on new life.” –The Washington Post Book World “With her characteristic wit and reportorial thoroughness, [Schultz] describes the behind-the-scenes chaos, frustration and excitement of a political campaign and the impact it has on a candidate’s family.” –Minneapolis Star Tribune “Witty and anecdotal, whether read by a Democrat or a Republican.” –Deseret Morning News “Frank and feisty . . . a spunky tribute to the survival of one woman’s spirit under conditions in which it might have been squelched.” –The Columbus Dispatch