Negotiating Positions
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Getting To Yes
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Author : Roger Fisher
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1991
Getting To Yes written by Roger Fisher and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
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.
Hbr S 10 Must Reads On Negotiation With Bonus Article 15 Rules For Negotiating A Job Offer By Deepak Malhotra
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Press
Release Date : 2019-04-30
Hbr S 10 Must Reads On Negotiation With Bonus Article 15 Rules For Negotiating A Job Offer By Deepak Malhotra written by Harvard Business Review 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 2019-04-30 with Business & Economics categories.
Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Negotiation Skills In The Workplace
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Author : Larry Cairns
language : en
Publisher: Pluto Press (UK)
Release Date : 1996
Negotiation Skills In The Workplace written by Larry Cairns and has been published by Pluto Press (UK) this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with Business & Economics categories.
'A useful tool for trade unionists at all levels ... I'll be expecting to see some well-thumbed copies in branch offices over the next few years.' Geoff Martin (Senior London Organiser, UNISON), Tribune'A valuable insight into skills for negotiators.' Jimmie Airlie, Chief Negotiator, Ford-UK'An essential tool.' Arthur J. Johnson, Executive Director, Commonwealth T U Council'Provides a valuable insight into skills for negotiators ... a help to experienced and less experienced negotiators alike' Jimmie Airlie, Ford-UKMore and more people are now involved in negotiations at all levels in workplaces around the world. Clear and accessible, this invaluable handbook provides sound guidelines for all individuals and group representatives engaged in negotiating with management or colleagues. Using case studies to illustrate each stage, Larry Cairns offers practical advice on every aspect of the negotiating process, from basic concepts through to closing and editing the deal, including; Planning and preparing for negotiations,resolving intra-group conflict, across-the-table negotiations, power and attitude in negotiations, negotiators and the law, implementing the deal.
The Essentials Of Job Negotiations
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Author : Terri R. Kurtzberg
language : en
Publisher: Bloomsbury Publishing USA
Release Date : 2011-09-12
The Essentials Of Job Negotiations written by Terri R. Kurtzberg and has been published by Bloomsbury Publishing USA this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-09-12 with Business & Economics categories.
Negotiating job packages is one of the trickiest tasks most people face in their professional lives—and everybody wants to know how to do it better. Filled with solid, accessible, research-backed advice, this book counters myths about job negotiations and maps the way to success. Job negotiations can influence one's income, lifestyle, and even relationships. Based on over 50 years of research in social psychology, decision making, organizational behavior, and negotiations, The Essentials of Job Negotiations: Proven Strategies for Getting What You Want is full of actionable information that will help readers master the job-negotiation process from start to finish. This book covers all aspects of job negotiation from interviewing to planning for the negotiation to the actual negotiation dance and the employee-employer relationship that results. Special attention is given to the arts of communication and persuasion to help readers strengthen the ways they present ideas and increase the likelihood of success. Each chapter tackles a different aspect of the job-negotiation process, providing practical tips and true stories and explaining the psychological science behind why certain behaviors work while others don't. Throughout, negotiation theory is integrated with real-life experiences to make the concepts easily accessible.
National Negotiating Styles
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Author : Hans Binnendijk
language : en
Publisher:
Release Date : 1987
National Negotiating Styles written by Hans Binnendijk and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1987 with Diplomatic negotiations in international disputes categories.
Negotiating At The United Nations
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Author : Rebecca E. Webber Gaudiosi
language : en
Publisher: Routledge
Release Date : 2019
Negotiating At The United Nations written by Rebecca E. Webber Gaudiosi and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with International cooperation categories.
Cover -- Half Title -- Title Page -- Copyright Page -- Dedication -- Table of Contents -- List of illustrations -- Foreword by Ambassador Tommy Koh -- Foreword by Christiana Figueres -- The story behind this book -- Acknowledgments -- Introduction -- Notes -- PART ONE: Negotiator Tool-Kit -- 1. Negotiating the hard stuff -- The difficult negotiation: What trade-offs will you make? Will the parties emerge victorious? -- Notes -- 2. Aren't interests and positions the same thing? -- Different sets of interests vs. bargaining positions -- "Ladder of inference" -- Neutral mindset and being self-aware -- Conclusion -- Notes -- PART TWO: Inside the UN -- 3. The insider's guide to the UN negotiation system -- Key personalities -- Timeline for decision-making -- Negotiation history -- Conclusion -- Notes -- 4. Don't go it alone: Building relationships and alliances -- Relationships -- Alliances -- Networking -- Groups -- Conclusion -- 5. Welcome to negotiations theater: an off-Broadway production -- Negotiating behind the scenes -- Negotiating with capital -- Negotiating at the table -- Conclusion -- Notes -- 6. I call this meeting to order: Chairing UN negotiations -- Chairing is personal -- Attributes of a good Chair: process and conduct -- Steering the process -- Types of Chairs -- Potential pitfalls for an intrepid Chair -- Conclusion -- Notes -- 7. Mitigating asymmetric power: The 800-pound gorilla and the fearless ant -- The march of the ants: the challenges and benefits of being small -- The perception of the 800-pound gorilla -- Conclusion -- Notes -- PART THREE: Working on It -- 8. I am a female negotiator: So what? -- Different treatment: equal, please, not special -- Proving themselves: women have to work harder -- Internal barriers: self-doubt and hesitation -- Views: female negotiators on themselves.
Practical Solutions To Global Business Negotiations
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Author : Claude Cellich
language : en
Publisher: Business Expert Press
Release Date : 2012-01-11
Practical Solutions To Global Business Negotiations written by Claude Cellich and has been published by Business Expert Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-01-11 with Business & Economics categories.
One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced. The proposed book offers a practical guide to acquire negotiating skills. The purpose of this book is to provide consistently effective strategies and systematic approaches to negotiations that will dramatically improve international managers as negotiators. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally.
Negotiating At Work
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Author : Deborah M. Kolb
language : en
Publisher: John Wiley & Sons
Release Date : 2015-01-27
Negotiating At Work written by Deborah M. Kolb 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 2015-01-27 with Business & Economics categories.
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Real Leaders Negotiate
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Author : Jeswald W. Salacuse
language : en
Publisher: Springer
Release Date : 2017-07-11
Real Leaders Negotiate written by Jeswald W. Salacuse and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-07-11 with Business & Economics categories.
This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.” Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position.
Negotiating Positions
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Author : Simon Ward
language : en
Publisher: Rodopi
Release Date : 2001
Negotiating Positions written by Simon Ward and has been published by Rodopi this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Fiction categories.
This study offers new perspectives on Wolfgang Koeppen, a writer too often consigned to the margins of post-1945 literary history. Examining the interaction of the personal and the social in Koeppen's writings, this book demonstrates that the politics of his works are inherent to their form. Through a series of close readings, the book explores the positive and negative aspects of liminality, a dominant trope in Koeppen's works. Stressing the thematic and formal continuities of his oeuvre, the first section illustrates how his protagonists perpetually establish a space for themselves 'in between' states. The second section examines how Koeppen negotiates with the discourse of 'nation' during two central periods of his career. It shows how his experiences in the Third Reich and his reappraisal of the years prior to 1933 determine his perspective on modernity, modernism and Germany after 1945. Having defined the location of culture in his works, the book concludes by resituating Koeppen's writings within post-war West German literary culture.