Added Value Negotiating
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Added Value Negotiating
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Author : Karl Albrecht
language : en
Publisher: Irwin Professional Publishing
Release Date : 1993
Added Value Negotiating written by Karl Albrecht and has been published by Irwin Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993 with Business & Economics categories.
This book employs a noncombative, five-step negotiating style that focuses on interests, develops options, and creates deals that beneift everyone involved. By completely avoiding the traditional offer/counter-offer pscyhology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. This new format for negotiating works by giving the other party choices among carefully designed packages rather than forcing them to counterattack against a single proposal.
Handbook Of Group Decision And Negotiation
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Author : D. Marc Kilgour
language : en
Publisher: Springer Science & Business Media
Release Date : 2010-08-02
Handbook Of Group Decision And Negotiation written by D. Marc Kilgour and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-02 with Mathematics categories.
Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.
Value Negotiation
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Author : Horacio Falcão
language : en
Publisher: Financial Times/Prentice Hall
Release Date : 2010
Value Negotiation written by Horacio Falcão and has been published by Financial Times/Prentice Hall this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with Forhandlinger categories.
Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the most possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation. In Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation. And in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. Value Negotiation also comes with a comprehensive Instructor's Package that includes an instructor's manual, a set of teaching slides, and 14 short videos that portray common scenarios that negotiators are likely to encounter in real life.
The Psychology Of Negotiations In The 21st Century Workplace
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Author : Barry Goldman
language : en
Publisher: Routledge
Release Date : 2012
The Psychology Of Negotiations In The 21st Century Workplace written by Barry Goldman and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Business & Economics categories.
The "litigation explosion" in the 21st century workplace means increasing costs and risks of lawsuits. Negotiation appears the attractive alternative to litigation. This new volume, with contributions from experts in psychology, management, and other disciplines, bridges the gap between management and negotiation research. Managers, students, and researchers interested in the field of negotiation will find this new book in SIOP’s Organizational Frontiers series of interest.
Successful Negotiations
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Author : Marc Helmold
language : en
Publisher: Springer Nature
Release Date : 2022-07-12
Successful Negotiations written by Marc Helmold and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-07-12 with Business & Economics categories.
Use this book to improve your negotiation strategies If you want to position yourself advantageously in your company in the long term, you have to master negotiation strategies. Gain a decisive advantage over your business partners and learn everything about successful negotiation with this book. The authors provide a valuable overview of concrete negotiation situations in industry and business and show ways to achieve successful negotiation breakthroughs. Their book systematically and logically brings together the following aspects: Negotiation preparation Conducting negotiations Negotiation psychology Success in negotiations In addition to the structured approach in a six-phase model, the authors also explain in a practical and clear manner all the psychological and non-verbal tools that lead to a successful negotiation conclusion. The authors have many years of profound international management experience and provide helpful recommendations on how to effectively take intercultural elements into account in negotiations. The contents of the book at a glance Learn to negotiate successfully and acquire in-depth knowledge in the following areas: Negotiation concepts Negotiation management and preparation Best-in-class negotiations Appropriate tools and tactics in negotiations Analysis techniques of non-verbal communication Negotiations in an international context Negotiations in the face of financial difficulties and the threat of insolvency Negotiations in complex projects. Who should read this book on successful negotiations? With its structured approach, the book is particularly recommended for employees in development, quality management, purchasing, production, marketing and sales. But also project managers, executives and entrepreneurs who repeatedly have to negotiate customers or suppliers about performance features of products and services will benefit from this book, because here they learn the negotiation techniques with which they can convince in important discussions. The symbiosis of theory and practice also makes this work suitable for use in higher education and provides professors, teaching staff and students in an international context with an overview of the subject. This book is a translation of the original German 1st edition Erfolgreiche Verhandlungen by Marc Helmold, Florian Hummel and Tracy Dathe published by Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature in 2019. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation. Springer Nature works continuously to further the development of tools for the production of books and on the related technologies to support the authors.
Successful International Negotiations
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Author : Marc Helmold
language : en
Publisher: Springer Nature
Release Date : 2020-01-21
Successful International Negotiations written by Marc Helmold and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-01-21 with Social Science categories.
This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.
Added Value Negotiating
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Author : Dr Steve Albrecht
language : en
Publisher: Karl Albrecht International
Release Date : 2008-12-29
Added Value Negotiating written by Dr Steve Albrecht and has been published by Karl Albrecht International this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-12-29 with categories.
The traditional, adversarial approach to negotiating, taught in books, seminars, and business courses all over the world, is a reductive approach: each side seeks to gain as much as possible by minimizing the value obtained by the other. If both parties are "tough negotiators," they'll succeed at the second objective and fail at the first. The result: minimum value for both sides. The age-old rules are known; keep your "opponent" guessing; don't give away too much information about yourself or your needs; negotiate from a position of strength and force your "adversary" to negotiate from weakness; use tricks and gimmicks to throw them off their game. The legacy of tough negotiating is, just as often as not, dissatisfaction, animosity, failed deals, broken agreements, lawsuits, and even war. Had enough of the same old shoving matches and head games? Now, try Added Value Negotiating, the breakthrough five-step method pioneered by Dr. Karl Albrecht and Dr. Steve Albrecht. AVN does not begin with the usual "offer and counteroffer" procedure so commonly used in negotiating. The first stage is an open and candid sharing of interests and objectives by both parties. Once both parties have expressed their interests, the method proceeds to the careful and thorough identification of the possible elements of value that might be involved in meeting the respective interests. This is where the "added value" component comes in. The objective is to build as much value as possible into the deal, not as little as possible. The AVN process then uses various methods for "deal building," which is a cooperative process of constructing several alternative "deal packages," each with a different emphasis on various configurations of value. The concept of multiple options is extremely important, because it replaces the "push-pull" psychology of the offer and counter-offer procedure with a cooperative search for mutually acceptable value. Provide a copy of "Added Value Negotiating" to every executive, manager, and professional person in your organization.
Effective Negotiation
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Author : Ray Fells
language : en
Publisher: Cambridge University Press
Release Date : 2016-01-25
Effective Negotiation written by Ray Fells and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-01-25 with Business & Economics categories.
Effective Negotiation, 3rd edition is an essential resource for students and professionals in the fields of business and management, law, human resource management and employment relations. This third edition has been thoroughly updated with the latest research and new practical examples.
Value Negotiation
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Author : Horacio Falcao
language : en
Publisher: FT Press
Release Date : 2012-12-11
Value Negotiation written by Horacio Falcao and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-12-11 with Business & Economics categories.
Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the highest possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation, in Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. For university professors, adopting the Value Negotiation book entitles you to request a comprehensive Instructor’s Package that includes an Instructor’s Manual and a set of teaching slides.