The Secrets Of Gaining The Upper Hand In High Performance Negotiations
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The Secrets Of Gaining The Upper Hand In High Performance Negotiations
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Author : Manon Schonewille
language : en
Publisher: Maklu
Release Date : 2011
The Secrets Of Gaining The Upper Hand In High Performance Negotiations written by Manon Schonewille and has been published by Maklu this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Business & Economics categories.
Although negotiations are an ever-present part of our everyday lives, many of us know little as to why we sometimes get our way, while on other occasions we walk away feeling frustrated that we did not reach the desired agreement or we may have left too much value on the table. Knowing how to gain the upper hand to get what is necessary from a negotiation is particularly important when the stakes are high, especially in a situation where a negotiator feels the options and choices are limited yet something must be achieved. A negotiation can cause a lot of stress, making the stakes even higher and the negotiation dynamics more difficult to manage. New communication technologies play an increasingly important role in day-to-day negotiations. It is important to be aware of these situations in order to know what works (and what does not work) and how to maximize the outcome in such negotiation situations. The contributions in this book - as well as the exclusive interview with Chris Voss, an international business negotiator - capture the key concepts and the most important learning points on how to gain the upper hand in high stake negotiations. The book deals in a concise way with proven tools, such as recognizing escalation mechanisms and the techniques on how to de-escalate or deal with emotions. Readers will gain access to crucial insights from professionals, like the FBI or US army negotiators, who are experienced in negotiating under extreme pressure in situations where lives are literally on the line. The book covers newer developments, such as involving a deal facilitator and conducting e-negotiations. The book also includes an example of role-playing a negotiation in a conflict situation, where the stakes are high and a lot of emotions are present on both sides of the table.
The Upper Hand
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Author : Michael Benoliel
language : en
Publisher: Platinum Press
Release Date : 2006-07-28
The Upper Hand written by Michael Benoliel and has been published by Platinum Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-07-28 with Business & Economics categories.
Negotiation is part of daily life. It is also a demanding, complicated process: a mixture of research, strategy, psychology, and gut instinct. Written in a page-turning style, The Upper Hand takes you behind the scenes with firsthand accounts and "war stories" from twenty-five Master Negotiators in business, politics, law, and diplomacy including Nobel Prize Winner, Shimon Peres, Black Entertainment Television founder, Robert Johnson, and former Secretary of State, James Baker. The Upper Hand teaches you: The top ten skills needed in high-level negotiation How to negotiate from both sides of the table When to issue ultimatums and when to concede The mistakes you should never make The Upper Hand shows you how to manage the process, out-negotiate the competition, and enhance your negotiating position in any situation. AUTHOR: Dr. Michael Benoliel is the founder of the Center for Negotiation, a consulting and training organization that specializes in conflict resolution and negotiation. Linda Cashdan is a business reporter and on-air radio broadcaster for the Voice of America.
Secrets Of Power Salary Negotiating
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Author : Roger Dawson
language : en
Publisher: Red Wheel/Weiser
Release Date : 2006-06-15
Secrets Of Power Salary Negotiating written by Roger Dawson and has been published by Red Wheel/Weiser this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-06-15 with Business & Economics categories.
Are you earning what you’re worth? Master negotiator Roger Dawson, author of the best selling Secrets of Power Negotiating, shows you how to get a better deal from your current employer and how to negotiate the best deal from a new employer. And you won’t come off as greedy, overly aggressive, or selfish. In fact, you’ll learn how to win salary negotiations and still leave your boss feeling like he or she has actually won! Secrets of Power Salary Negotiating covers every aspect of the salary negotiating process with practical, proven advice: — From beginning steps to critical final moves — How to recognize unethical tactics — Key principles of the Power Negotiating strategy — Negotiating pressure points — Understanding the other party — Gaining the upper hand — Analyses of a wide variety of negotiating styles In addition to learning how to win in tough salary negotiations, Roger Dawson also teaches you how to become more valuable to your employer or prospective employer. You’ll learn how to develop power by developing options and limiting the perceptions of options that your boss has. You’ll learn that your value to an employer is in direct relationship to the difficulty they would have replacing you. And you will learn how to develop power and control over your career and gain an amazing ability to get what you want.
Secrets Of Power Negotiating 25th Anniversary Edition
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Author : Roger Dawson
language : en
Publisher: Red Wheel/Weiser
Release Date : 2021-10-01
Secrets Of Power Negotiating 25th Anniversary Edition written by Roger Dawson and has been published by Red Wheel/Weiser this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-10-01 with Business & Economics categories.
“This is perhaps the best book on negotiating ever written. Roger’s powerful, practical principles will save or make you a fortune in the months and years ahead.” —Brian Tracy, author, Eat That Frog! and Million Dollar Habits “This is the one negotiating book that really opened my eyes and gave me practical tools I could use immediately.” —Timothy Ferriss, bestselling author of The 4-Hour Work Week “A fast, entertaining read that should be required reading for anyone who deals with people. Highly recommended.” —Ken Blanchard, coauthor of The One Minute Manager “I can’t believe it! Here’s a book that is packed with wisdom that will help anyone improve their life and yet it is easy and fun to read! Amazing!” —Og Mandino, author of The Greatest Salesman in the World Roger Dawson changed the way business thinks about negotiating. Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice, from beginning steps to critical final moves: how to recognize unethical tactics, key principles of the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles. Discover all of Roger’s best tactics, including: 20 surefire negotiating gambits Listening to hidden meanings in conversation What “powers” you have, such as situational, expertise, information, or charismatic How to handle the different personalities you’ll encounter in negotiating
Secrets Of Power Negotiating
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Author : Roger Dawson
language : en
Publisher:
Release Date : 2012
Secrets Of Power Negotiating 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 2012 with Career development categories.
Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--Looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also. This third edition has been completely revised and updated to reflect the changing dynamics of business today. New and expanded sections include: Twenty sure-fire negotiating gambits. How to negotiate over the telephone, by e-mail, and via instant messaging. How to read body language. Listening to hidden meanings in conversation. Dealing with people from other cultures. How to become an expert mediator. Secrets of Power Negotiating covers every aspect of the negotiating process with practical, proven advice, from beginning steps to critical final moves: how to recognize unethical tactics, key principles of the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand, and analyses of different negotiating styles. "Roger Dawson knows negotiating. These tips will provide even the most timid negotiator with the tools to get the salary he or she deserves."--Ron Fry, author of 101 Great Answers to the Toughest Interview Questions . Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion.
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.
Getting More Of What You Want
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Author : Margaret A. Neale
language : en
Publisher: Profile Books
Release Date : 2015-07-02
Getting More Of What You Want written by Margaret A. Neale and has been published by Profile Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-02 with Business & Economics categories.
Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.
Hostage At The Table
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Author : George Kohlrieser
language : en
Publisher: John Wiley & Sons
Release Date : 2011-01-06
Hostage At The Table written by George Kohlrieser 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 2011-01-06 with Business & Economics categories.
George Kohlrieser—an international leadership professor, consultant, and veteran hostage negotiator—explains that it is only by openly facing conflict that we can truly progress through the most difficult business challenges. In this provocative book, he reveals how the proven techniques and psychological insights used in hostage negotiation can be applied successfully to any personal or business relationship. Step by step, he outlines the seven key factors that anyone can use to remove the blocks that stand in the way of resolving tough problems and shows how business leaders, in particular, can develop and access the skills they need to create trust and a positive mind-set in their companies.
Negotiating Rationally
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Author : Max H. Bazerman
language : en
Publisher: Simon and Schuster
Release Date : 1994-01-01
Negotiating Rationally written by Max H. Bazerman and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-01-01 with Business & Economics categories.
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
Committed Teams
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Author : Mario Moussa
language : en
Publisher: John Wiley & Sons
Release Date : 2016-02-22
Committed Teams written by Mario Moussa 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 2016-02-22 with Business & Economics categories.
Build high-performing teams with an evidence-based framework that delivers results Committed is a practical handbook for building great teams. Based on research from Wharton’s Executive Development Program (EDP), this concise guide identifies the common challenges that arise when people work together as a group and provides key guidance on breaking through the barriers to peak performance. Committed draws its insights from the EDP’s living lab: an intensive two-week simulation during which executive-level participants run complex global businesses. The authors have observed over 100 teams collaborating and competing for over 100 combined years in this intense environment. It has yielded fundamental insights about teamwork: what usually goes wrong, what frequently goes right, and the methods and techniques that will help you access your team’s full potential. These insights have been distilled into a simple, repeatable process that you can start applying today. Getting teams engaged and aligned is hard. Committed will give you the tools you need to deal with all of the familiar teamwork challenges that get in the way: organizational politics, delegation, coordination, and aligning skills and motivation. Using vivid stories and examples from the worlds of business, sports, and non-profits, it will teach you how to: Understand the dynamics of successful teams Achieve peak performance using a research-backed methodology Gain expert insight into why most teams underperform Learn the critical points common to all great teams Committed gives you the perspective you need to combine the right people with the right way of collaborating to achieve extraordinary results.