Field Guide To Negotiation
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Field Guide To Negotiation
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Author : Gavin Kennedy
language : en
Publisher:
Release Date : 1994-02-01
Field Guide To Negotiation written by Gavin Kennedy and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-02-01 with categories.
This fourth publication in the Harvard Business/The Economist Reference Series offers over 400 crucial definitions and practical tips for readers wishing to master the art of negotiation. Written by a leading British authority and the author of many books on negotiation, this handy reference will help readers understand and manage any negotiating situation. Includes glossary.
Field Guide To Negotiation
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Author : Gavin Kennedy
language : en
Publisher: Harvard Business Review Press
Release Date : 1994
Field Guide To Negotiation written by Gavin Kennedy and has been published by Harvard Business Review Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994 with Negotiation categories.
Field Guide To Negotiation
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Author : Gavin Kennedy
language : en
Publisher:
Release Date : 1993-04
Field Guide To Negotiation written by Gavin Kennedy and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993-04 with categories.
Crisis Negotiators Field Guide
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Author : Michael G. Goergen
language : en
Publisher: Eagle Training
Release Date : 2006-01-01
Crisis Negotiators Field Guide written by Michael G. Goergen and has been published by Eagle Training this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-01-01 with Communication in law enforcement categories.
Mastering Business Negotiation
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Author : Roy J. Lewicki
language : en
Publisher: John Wiley & Sons
Release Date : 2011-01-11
Mastering Business Negotiation written by Roy J. Lewicki and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-01-11 with Business & Economics categories.
Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success
A Practical Guide To Negotiation
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Author : Gavin Presman
language : en
Publisher: Icon Books
Release Date : 2016-08-04
A Practical Guide To Negotiation written by Gavin Presman and has been published by Icon Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-08-04 with Business & Economics categories.
Think negotiation is a boardroom battlefield? Think again. We all need to negotiate in our professional and personal lives, but negotiation doesn’t have to be a fight to get what you want. In fact, you’ll create better deals and better relationships through collaboration. In Negotiation, Gavin Presman shares his ethical and mutually-beneficial approach, showing you how to prepare for and engage in every negotiation to achieve better results for yourself and others – whether you’re drawing up a contract with a new client, buying a house or, often the trickiest of all, settling family disagreements. With step-by-step guidance, illustrative examples and checklists to refer back to, this is a practical and empowering guide that will improve the negotiating skills of any reader, enhancing personal and professional relationships in the process.
The Five Tool Negotiator The Complete Guide To Bargaining Success
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Author : Russell Korobkin
language : en
Publisher: Liveright Publishing
Release Date : 2021-04-06
The Five Tool Negotiator The Complete Guide To Bargaining Success written by Russell Korobkin and has been published by Liveright Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-04-06 with Business & Economics categories.
"A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice." -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight "As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book." -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master. The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties. · Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you. · Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about. From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable? Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.
Field Guide To Negotiation
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Author : Gavin Kennedy
language : en
Publisher: Harvard Business Review Press
Release Date : 1994
Field Guide To Negotiation written by Gavin Kennedy and has been published by Harvard Business Review Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994 with Negotiation categories.
This fourth publication in the Harvard Business/The Economist Reference Series offers over 400 crucial definitions and practical tips for readers wishing to master the art of negotiation. Written by a leading British authority and the author of many books on negotiation, this handy reference will help readers understand and manage any negotiating situation. Includes glossary.
The Change Champion S Field Guide
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Author : Louis Carter
language : en
Publisher: John Wiley & Sons
Release Date : 2013-06-11
The Change Champion S Field Guide written by Louis Carter and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-06-11 with Business & Economics categories.
Nearly a decade later, leading change pioneers in the field have realigned to bring you the second edition of the Change Champion's Fieldguide. This thoroughly revised and updated edition of the Change Champion's Field Guide is filled with the information, tools, and strategies needed to implement a best practice change or leadership development initiative where everyone wins. In forty-five chapters, the guide's contributors, widely acknowledged as the "change champions" and leaders in the fields of organizational change and leadership development, explore the competencies and practices that define an effective change leader. Change Champions such as Harrison Owen, Edgar Schein, Marv Weisbord, Sandra Janoff, Mary Eggers, William Rothwell, Dave Ulrich, Marshall Goldsmith, Judith Katz, Peter Koestenbaum, Dick Axelrod, David Cooperrider, and scores of others provide their sage advice, practical applications, and examples of change methods that work. Change Champion's Field Guide examines the topic of leadership and change within four main topics including: Key elements of leading successful and results-driven change Tools, models, instruments, and strategies for leading change Critical success and failure factors Trends and research on innovation, change, and leadership Guidelines on how to design, implement, and evaluate change and leadership initiatives Fresh case studies that highlight leading companies who are implementing successful change in innovative and inspired ways.
Creative Conflict
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Author : Bill Sanders
language : en
Publisher: Harvard Business Press
Release Date : 2021-06-15
Creative Conflict written by Bill Sanders and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-06-15 with Business & Economics categories.
Negotiation is stuck. It's time for something new. Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser? Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance. In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.