Negotiating in the Leadership Zone

Negotiating in the Leadership Zone
Author: Ken Sylvester
Publsiher: Academic Press
Total Pages: 248
Release: 2015-08-22
ISBN 10: 012800410X
ISBN 13: 9780128004104
Language: EN, FR, DE, ES & NL

Negotiating in the Leadership Zone Book Review:

Negotiating in the Leadership Zone expertly addresses the question: How do leaders become better negotiators? Much has been written about leadership, and negotiating skills have long been the subject of academics and business consultants. This book successfully brings negotiation and leadership together for the first time, building separate insights about them into practical, applied lessons and tools that can be used immediately. Leaders will find unique cases, examples, and insights for high-stakes and routine negotiations alike. Mixng a readable, non-jargon approach with real-world stories and wide applicability, the author's use of 50+ years of experience as a business owner, negotiation consultant, and teacher to convey the fundamental logic and strategies underlying negotiations. The results are more than convincing. Draws upon 50+ years of the authors' relevant experience to teach leaders the logic and strategy behind successful negotiations Connects research and principles to actual events via short vignettes and extended case studies Features website tools, tips, stories, and video lessons on effective negotiating Encourages the leader in every reader

Leadership and Negotiation in the European Union

Leadership and Negotiation in the European Union
Author: Jonas Tallberg
Publsiher: Cambridge University Press
Total Pages: 329
Release: 2006-08-24
ISBN 10: 1139458973
ISBN 13: 9781139458979
Language: EN, FR, DE, ES & NL

Leadership and Negotiation in the European Union Book Review:

In this 2006 book, Jonas Tallberg offers a novel perspective on some of the most fundamental questions about international cooperation and European Union politics. Offering the first systematic theoretical and empirical exploration of the influence wielded by chairmen of multilateral negotiations, Tallberg develops a rationalist theory of formal leadership and demonstrates its explanatory power through carefully selected case studies of EU negotiations. He shows that the rotating Presidency of the EU constitutes a power platform that grants governments unique opportunities to shape the outcomes of negotiations. His provocative analysis establishes that Presidencies, while performing vital functions for the EU, simultaneously exploit their privileged political position to favour national interests. Extending the scope of the analysis to international negotiations on trade, security and the environment, Tallberg further demonstrates that the influence of the EU Presidency is not an isolated occurrence but the expression of a general phenomenon in world politics - the power of the chair.

A Winner s Guide to Negotiating How Conversation Gets Deals Done

A Winner s Guide to Negotiating  How Conversation Gets Deals Done
Author: Molly Fletcher
Publsiher: McGraw Hill Professional
Total Pages: 224
Release: 2014-08-29
ISBN 10: 0071838805
ISBN 13: 9780071838801
Language: EN, FR, DE, ES & NL

A Winner s Guide to Negotiating How Conversation Gets Deals Done Book Review:

The strategic guide to getting the most out of every negotiation from "the female Jerry Maguire" (CNN) Effective negotiation is rooted in establishing trust and building relationships--one conversation at a time. In this practical guide, trailblazing sports agent Molly Fletcher reveals her proven approach to landing more than $500 million worth of deals throughout her career. It all comes down to doing five things well: Setting the Stage Finding Common Ground Asking with Confidence Embracing the Pause Knowing When to Leave Master these steps and you'll not only close more deals--you'll be setting yourself up for the next big one. "A great negotiator and a great storyteller has mined her deep experience in one of the most pressurized arenas of American business. This book is a road map for anyone who wants to learn how to win negotiations of any kind." -- LARRY KRAMER, president and publisher of USA Today "Negotiating well is indispensable to success. Whether from the stage or in this book, Molly will inspire you. A Winner's Guide to Negotiating will change your life by changing your conversations. A must-read for every business professional." -- DONNA FIEDOROWICZ, senior vice president at the PGA TOUR

Getting to Yes

Getting to Yes
Author: Roger Fisher,William Ury,Bruce Patton
Publsiher: Houghton Mifflin Harcourt
Total Pages: 200
Release: 1991
ISBN 10: 9780395631249
ISBN 13: 0395631246
Language: EN, FR, DE, ES & NL

Getting to Yes Book Review:

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

Dealmaking The New Strategy of Negotiauctions

Dealmaking  The New Strategy of Negotiauctions
Author: Guhan Subramanian
Publsiher: W. W. Norton & Company
Total Pages: 256
Release: 2010-02-01
ISBN 10: 0393077179
ISBN 13: 9780393077179
Language: EN, FR, DE, ES & NL

Dealmaking The New Strategy of Negotiauctions Book Review:

“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to Yes Informed by meticulous research, field experience, and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.

Never Split the Difference

Never Split the Difference
Author: Chris Voss,Tahl Raz
Publsiher: HarperCollins
Total Pages: 288
Release: 2016-05-17
ISBN 10: 0062407813
ISBN 13: 9780062407818
Language: EN, FR, DE, ES & NL

Never Split the Difference Book Review:

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

The Expert Negotiator

The Expert Negotiator
Author: Raymond Saner
Publsiher: BRILL
Total Pages: 291
Release: 2008
ISBN 10: 9004165029
ISBN 13: 9789004165021
Language: EN, FR, DE, ES & NL

The Expert Negotiator Book Review:

Success in negotiation is not a matter of chance, but the result of careful planning and specialized skills. Some of these skills are inborn, others need to be learnt. In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two-thirds of negotiation practice is learnable. Yet very few people are specifically trained in this everyday task.

Leadership

Leadership
Author: Anonim
Publsiher: Unknown
Total Pages: 329
Release: 1991
ISBN 10:
ISBN 13: IND:30000027901036
Language: EN, FR, DE, ES & NL

Leadership Book Review:

Negotiating International Business

Negotiating International Business
Author: Lothar Katz
Publsiher: Createspace Independent Pub
Total Pages: 467
Release: 2006
ISBN 10:
ISBN 13: UCLA:L0099971780
Language: EN, FR, DE, ES & NL

Negotiating International Business Book Review:

Negotiating International Business is a comprehensive reference guide designed to aide business people when dealing with foreign counterparts. It explains fundamental aspects of international business negotiations, culture-specific expectations and practices, as well as numerous techniques used by international negotiators. Here is the advice you need in order to be successful by adjusting business, personal, and social behaviors as required in any of 50 countries around the world.

Leadership at the Crossroads Leadership and psychology

Leadership at the Crossroads  Leadership and psychology
Author: Joanne B. Ciulla
Publsiher: Abc-clio
Total Pages: 356
Release: 2008
ISBN 10: 9780275997625
ISBN 13: 0275997626
Language: EN, FR, DE, ES & NL

Leadership at the Crossroads Leadership and psychology Book Review:

Contributors from a wide variety of fields, including management, economics, political science, philosophy, sociology, history, literature, and psychology, explore the many facets of leadership. Topics include ethics and accountability, leadership styles, the differences between leadership and management, the poison spread by toxic leaders, inspirational leadership, choosing and monitoring leaders, leadership development, women and minorities in leadership, leadership and diplomacy, leadership in literature and the arts, military leadership, and much more. Collectively, this set showcases traditional and emerging approaches to leadership in both theory and practice and raises new questions brought on by society's new challenges. It also suggests solutions for developing and promoting leadership in the corporate world, politics and diplomacy, religion, education, nonprofits, and the arts. Whether identifying qualities that will serve a U.S. president well, or the characteristics of the essential "can-do" supervisor in today's corporation, Leadership at the Crossroads supplies insights and intelligence that will help leaders make the most of the challenges and opportunities before them.

The Negotiation Book

The Negotiation Book
Author: Nicole Soames
Publsiher: Concise Advice
Total Pages: 128
Release: 2017-09-05
ISBN 10: 9781911498421
ISBN 13: 1911498428
Language: EN, FR, DE, ES & NL

The Negotiation Book Book Review:

The Negotiation Book will help you develop your emotional intelligence so you can become a highly skilled negotiator in all areas of your life--whether you're negotiating with customers, colleagues, family, or friends. You'll take a journey to becoming a master negotiator, this book equipping you with the tools and techniques to put negotiation theory into practice. Learn how to: Develop a winning mind-set Prepare successfully for any negotiation Recognize and respond to different negotiation situations Deal effectively with gameplay Manage the negotiation conversation Understand how to draw negotiations to a successful close. An inspiring and engaging handbook packed with Nicole Soames' expert advice, practical tools, and exercises, The Negotiation Book will help you master the art of negotiation quickly and effectively.

Getting Ready to Negotiate

Getting Ready to Negotiate
Author: Roger Fisher,Danny Ertel
Publsiher: Penguin
Total Pages: 224
Release: 1995-08-01
ISBN 10: 1101128356
ISBN 13: 9781101128350
Language: EN, FR, DE, ES & NL

Getting Ready to Negotiate Book Review:

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

Sustainable Negotiation

Sustainable Negotiation
Author: Eliane Karsaklian
Publsiher: Emerald Group Publishing
Total Pages: 120
Release: 2017-07-24
ISBN 10: 178714576X
ISBN 13: 9781787145764
Language: EN, FR, DE, ES & NL

Sustainable Negotiation Book Review:

This new and innovative book introduces a new approach to negotiation, where 'Sustainable Negotiation' replaces the old notion of winning. Instead of 'doing a deal' and walking away, negotiation becomes a continuous process of solving problems and creating relationships with no term limits, which better reflects the real world today. Just as we strive to create a sustainable approach to the natural world, we need to do the same with people if we want to keep working together and building a more harmonious business world. The book borrows from the field of physics to make the case that negotiators need to know what is not visible so they can explain what is visible. This alignment gives negotiators the tools to think differently about what they see, helping them to look beyond traditional negotiation techniques and to develop a forward-thinking and sustainable approach to business. Written by a leading international negotiation expert, Sustainable Negotiation introduces a completely new perspective on international negotiation, providing practical, field-tested examples, experiments and guidance to enable readers to implement sustainable negotiation in the real world.

Say Less Get More

Say Less  Get More
Author: Fotini Iconomopoulos
Publsiher: HarperCollins
Total Pages: 336
Release: 2021-04-20
ISBN 10: 1443459534
ISBN 13: 9781443459532
Language: EN, FR, DE, ES & NL

Say Less Get More Book Review:

Negotiation without fear, for everyone, everywhere Nicknamed “the negotiator” as a child, Fotini Iconomopoulos has been honing her skills her entire life. As a sought-after expert, for more than a decade she’s been empowering Fortune 500 executives and their teams to achieve their objectives, guiding them through high-stakes scenarios in industries such as consumer packaged goods, retail, professional services, energy, telecommunications, tech and finance. Now for the first time, Iconomopoulos shares her simple and innovative strategies, debunks common negotiation myths and explains why effective negotiation does not follow a one-size fits all/art of the deal approach. In Say Less, Get More you’ll find out how to: Assess where your situation falls on the negotiation spectrum so you can adjust your tactics accordingly Understand who you are negotiating with, their background and their goals, in order to develop your approach Determine your starting position, your final outcome and a strategy to get there Manage the negotiation process, overcome obstacles and find common ground Communicate effectively in any scenario, including learning what to say and when to say it if you can’t reach a deal Develop and foster excellent client relationships and networks Once you are armed with Iconomopoulos’s sensible strategies and proven advice, you’ll be able to confidently get what you want in business and in life.

Priorities for Future Multilateral Trade Negotiations

Priorities for Future Multilateral Trade Negotiations
Author: Martin Michaelis-Seidler
Publsiher: Unknown
Total Pages: 78
Release: 2001
ISBN 10:
ISBN 13: STANFORD:36105110994196
Language: EN, FR, DE, ES & NL

Priorities for Future Multilateral Trade Negotiations Book Review:

The Kremlin School of Negotiation

The Kremlin School of Negotiation
Author: Igor Ryzov
Publsiher: Canongate Books
Total Pages: 400
Release: 2019-06-06
ISBN 10: 1786896176
ISBN 13: 9781786896179
Language: EN, FR, DE, ES & NL

The Kremlin School of Negotiation Book Review:

Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won’t give in? How can we defend ourselves against manipulation? And how do we say ‘no’ without compromising a deal? Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Joseph Stalin, and it still has its followers and advocates to this day. Using the official Kremlin method and years of business experience, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful. With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.

Negotiating for Success Essential Strategies and Skills

Negotiating for Success  Essential Strategies and Skills
Author: George J. Siedel
Publsiher: Van Rye Publishing, LLC
Total Pages: 329
Release: 2014-10-04
ISBN 10: 0990367126
ISBN 13: 9780990367123
Language: EN, FR, DE, ES & NL

Negotiating for Success Essential Strategies and Skills Book Review:

We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

Negotiating Asymmetry

Negotiating Asymmetry
Author: Zheng Yangwen
Publsiher: University of Hawaii Press
Total Pages: 258
Release: 2009
ISBN 10:
ISBN 13: UCSD:31822037441748
Language: EN, FR, DE, ES & NL

Negotiating Asymmetry Book Review:

Though wary of China's rapid rise, her neighbors have considerable experience of dealing with unequal power without surrendering their autonomy. For its part, China has a long memory of unequal or "tributary" relations and a relatively brief and turbulent experience of working within the current useful fiction of "sovereign equality" in international relations. The emerging pattern will have to take account of the great discrepancy in economic and military power between the future China and her neighbours, and of how such asymmetry can be managed peacefully. Negotiating Asymmetry explores how the real or imagined norms governing past relations may shape China's future position in the region by considering how relationships have changed over the past two centuries. The volume argues that neither the "Chinese world order" of tribute relations nor the Westphalia model of sovereign equality ever operated effectively in Asia, but suggests that the past does offer strong indicators about the shape of a new order in Asia.

Practical Guide to Negotiating in the Military

Practical Guide to Negotiating in the Military
Author: Stefan Eisen
Publsiher: Unknown
Total Pages: 329
Release: 2019
ISBN 10: 9781585662944
ISBN 13: 1585662941
Language: EN, FR, DE, ES & NL

Practical Guide to Negotiating in the Military Book Review:

"A Practical Guide to Negotiating in the Military, 3rd edition outlines and provides frameworks for assessing and using five essential negotiating strategies tailored to the military environment. It includes applications to enhance the readers' understanding of these five strategies, properly evaluate situations, and select the most appropriate strategy"--Provided by publisher.

Educating Everybody s Children

Educating Everybody s Children
Author: Robert W. Cole W. Cole
Publsiher: ASCD
Total Pages: 295
Release: 2008-06-15
ISBN 10: 1416612491
ISBN 13: 9781416612490
Language: EN, FR, DE, ES & NL

Educating Everybody s Children Book Review:

Designed to promote reflection, discussion, and action among the entire learning community, Educating Everybody's Children encapsulates what research has revealed about successfully addressing the needs of students from economically, ethnically, culturally, and linguistically diverse groups and identifies a wide range of effective principles and instructional strategies. Although good teaching works well with all students, educators must develop an extensive repertoire of instructional tools to meet the varying needs of students from diverse backgrounds. Those tools and the knowledge base behind them are the foundation of this expanded and revised second edition of Educating Everybody's Children. Each strategy discussed in the book includes classroom examples and a list of the research studies that support it. The most important thing we have learned as a result of the education reform movement is that student achievement stands or falls on the motivation and skills of teachers. We must ensure that all teachers are capable of delivering a standards‐based curriculum that describes what students should know and be able to do, and that these standards are delivered by means of a rich and engaging "pedagogy of plenty." By these two acts we can ensure that all schools will be ready and able to educate everybody's children.