Power And Negotiation

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Power And Negotiation

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Author : I. William Zartman
language : en
Publisher: University of Michigan Press
Release Date : 2000

Power And Negotiation written by I. William Zartman and has been published by University of Michigan Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000 with Political Science categories.

Examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified

The Negotiation Book

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Author : Steve Gates
language : en
Publisher: John Wiley & Sons
Release Date : 2015-12-02

The Negotiation Book written by Steve Gates 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 2015-12-02 with Business & Economics categories.

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

Power Negotiating For Salespeople

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Author : Roger Dawson
language : en
Publisher:
Release Date : 2019

Power Negotiating For Salespeople written by Roger Dawson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with Business & Economics categories.

"Previously published in hardcover in 1999 by Career Press...Originally published as Secrets of Power Negotiating for Salespeople."--Title page verso.

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.

Negotiation And Power In Dialogic Interaction

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Author : Edda Weigand
language : en
Publisher: John Benjamins Publishing
Release Date : 2001-01-01

Negotiation And Power In Dialogic Interaction written by Edda Weigand and has been published by John Benjamins Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-01-01 with Language Arts & Disciplines categories.

These papers deal with the concept of negotiation. Interlocutors engage in negotiations about every aspect of their interaction such as topics, social relationships, emotion and identity, and they use different means such as irony, silence and concessive constructions.

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.

Negotiation

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Author : Lavinia Hall
language : en
Publisher: SAGE
Release Date : 1993

Negotiation written by Lavinia Hall and has been published by SAGE this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993 with Business & Economics categories.

Comprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.

Power And Tactics In International Negotiation

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Author : William Mark Habeeb
language : en
Publisher:
Release Date : 1988

Power And Tactics In International Negotiation written by William Mark Habeeb and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1988 with Political Science categories.

Focusing explicitly on negotiations between states unequal in power capabilities, Habeeb proposes a mode for understanding such asymmetrical dialogues and their outcomes. He argues that conceptualizing power primarily in terms military capabilities is misleading. Although such capabilities are important determinants of negotiation outcomes, they operate on the basis of the parties' commitments to achieve a settlement; their abilities to unilaterally control an outcome; and the number and feasibility of each party's alternatives to continuing the negotiations. ISBN 0-8018-3620-4: $25.00.

Negotiation Genius

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Author : Deepak Malhotra
language : en
Publisher: Bantam
Release Date : 2007-09-25

Negotiation Genius written by Deepak Malhotra and has been published by Bantam this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-09-25 with Business & Economics categories.

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.