Bargaining for Advantage

Bargaining for Advantage
Author: G. Richard Shell
Publsiher: Penguin
Total Pages: 294
Release: 2006
ISBN 10: 9780143036975
ISBN 13: 0143036971
Language: EN, FR, DE, ES & NL

Bargaining for Advantage Book Review:

An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint. 15,000 first printing.

Bargaining for Advantage

Bargaining for Advantage
Author: G. Richard Shell
Publsiher: Unknown
Total Pages: 286
Release: 2001
ISBN 10: 9780140289312
ISBN 13: 0140289313
Language: EN, FR, DE, ES & NL

Bargaining for Advantage Book Review:

Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

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

The Negotiation Book

The Negotiation Book
Author: Steve Gates
Publsiher: John Wiley & Sons
Total Pages: 232
Release: 2015-10-08
ISBN 10: 1119155525
ISBN 13: 9781119155522
Language: EN, FR, DE, ES & NL

The Negotiation Book Book Review:

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

The Art of Woo

The Art of Woo
Author: G. Richard Shell,Mario Moussa
Publsiher: Penguin
Total Pages: 312
Release: 2007
ISBN 10: 9781591841760
ISBN 13: 1591841763
Language: EN, FR, DE, ES & NL

The Art of Woo Book Review:

Explains that the selling of ideas is a matter of encouraging others to share one's beliefs in a guide for salespeople that invites readers to self-assess their persuasion personality and build on natural strengths.

Negotiation Genius

Negotiation Genius
Author: Deepak Malhotra,Max H. Bazerman
Publsiher: Bantam
Total Pages: 343
Release: 2008
ISBN 10: 0553384112
ISBN 13: 9780553384116
Language: EN, FR, DE, ES & NL

Negotiation Genius Book Review:

Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. Reprint. 30,000 first printing.

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.

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.

Negotiate Like the Pros A Top Sports Negotiator s Lessons for Making Deals Building Relationships and Getting What You Want

Negotiate Like the Pros  A Top Sports Negotiator s Lessons for Making Deals  Building Relationships  and Getting What You Want
Author: Kenneth L. Shropshire
Publsiher: McGraw Hill Professional
Total Pages: 224
Release: 2008-11-16
ISBN 10: 9780071641623
ISBN 13: 0071641629
Language: EN, FR, DE, ES & NL

Negotiate Like the Pros A Top Sports Negotiator s Lessons for Making Deals Building Relationships and Getting What You Want Book Review:

If you're looking to build your deal-making chops, there is no better school than the world of professional sports. Few authors are as qualified to guide you through that rough-and-tumble terrain as Ken Shropshire. From the Fortune 500 to the NFL, from Don King to big city mayors, Ken has negotiated major sports deals across the country and around the world. He's also one of today's most sought-after negotiating coaches, with clients ranging from the National Collegiate Athletic Association to IBM. In Negotiate Like the Pros, Ken tells the stories behind some of the most sensational sports deals of all time and extracts powerful lessons from them on the skills you need to master to become a top-notch dealmaker. You'll learn how to: Prepare and Set Agendas: Peter Ueberroth's negotiation with Fidel Castro during the Soviet boycott of the '84 Olympics Know Your Negotiating Style and Play to Your Strengths: Why NFL coach Bill Walsh stresses sticking with your style Set Goals: the $60 million deal Daiuske “Dice-K” Matsuzaka cut with the Boston Red Sox in 2006 Leverage: from the astonishing three-way negotiation between Muhammed Ali, George Foreman and the President of Zaire that Don King used to pull off “The Rumble in the Jungle” Build Relationships: Yao Ming's move from China and David Beckham's $250 million deal with the Los Angeles Galaxy You also get a wealth of insider tips, tricks, and skill-building tools to help you develop a highly-effective, systematic approach to deal making. Whether you're a fanatic who sees the world through sports-colored glasses, or a casual observer who wants to learn from some of the toughest, shrewdest dealmakers in any industry, this book will teach you how to Negotiate Like the Pros.

Beyond Reason

Beyond Reason
Author: Roger Fisher,Daniel Shapiro
Publsiher: Penguin
Total Pages: 256
Release: 2005-10-06
ISBN 10: 1101218878
ISBN 13: 9781101218877
Language: EN, FR, DE, ES & NL

Beyond Reason Book Review:

“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

Start with No

Start with No
Author: Jim Camp
Publsiher: Currency
Total Pages: 288
Release: 2011-12-07
ISBN 10: 1400045290
ISBN 13: 9781400045297
Language: EN, FR, DE, ES & NL

Start with No Book Review:

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.

You Can Negotiate Anything

You Can Negotiate Anything
Author: Herb Cohen
Publsiher: Bantam
Total Pages: 255
Release: 1982
ISBN 10: 0553281097
ISBN 13: 9780553281095
Language: EN, FR, DE, ES & NL

You Can Negotiate Anything Book Review:

Get the secrets of success in this bestseller that can change life for the better. Claiming that the world is a giant negotiating table, renowned negotiator Cohen teaches the art of negotiation with dozens of concrete examples.

Political Negotiation

Political Negotiation
Author: Jane Mansbridge,Cathie Jo Martin
Publsiher: Brookings Institution Press
Total Pages: 304
Release: 2015-11-17
ISBN 10: 0815727305
ISBN 13: 9780815727309
Language: EN, FR, DE, ES & NL

Political Negotiation Book Review:

The United States was once seen as a land of broad consensus and pragmatic politics. Sharp ideological differences were largely absent. But today politics in America is dominated by intense party polarization and limited agreement among legislative representatives on policy problems and solutions. Americans pride themselves on their community spirit, civic engagement, and dynamic society. Yet, as the editors of this volume argue, we are handicapped by our national political institutions, which often— but not always—stifle the popular desire for policy innovation and political reforms. Political Negotiation: A Handbook explores both the domestic and foreign political arenas to understand the problems of political negotiation. The editors and contributors share lessons from success stories and offer practical advice for overcoming polarization. In deliberative negotiation, the parties share information, link issues, and engage in joint problem solving. Only in this way can they discover and create possibilities, and use their collective intelligence for the good of citizens of both parties and for the country.

Springboard

Springboard
Author: G. Richard Shell
Publsiher: Penguin
Total Pages: 320
Release: 2013-08-15
ISBN 10: 1101601469
ISBN 13: 9781101601464
Language: EN, FR, DE, ES & NL

Springboard Book Review:

Everyone knows that you are supposed to “follow your dream.” But where is the road map to help you discover what that dream is? You have just found it. In Springboard, award-winning author and teacher G. Richard Shell helps you find your future. His advice: Take an honest look inside and then answer two questions: What, for me, is success? How will I achieve it? You will begin by assessing your current beliefs about success, including the hidden influences of family, media, and culture. These are where the pressures to live “someone else’s life” come from. Once you gain perspective on these outside forces, you will be ready to look inside at your unique combination of passions and capabilities. The goal: to focus more on what gives meaning and excitement to your life and less on what you are “supposed” to want. Drawing on his decades of research, Shell offers personalized assessments to help you probe your past, imagine your future, and measure your strengths. He then combines these with the latest scientific insights on everything from self-confidence and happiness to relationships and careers. Throughout, he shares inspiring examples of people who found what they were meant to do by embracing their own true measure of success. Eric Adler: one of Shell’s former students who walked away from a conventional business career to help launch a revolutionary new concept in public education that has placed hundreds of inner-city high school students in top colleges. Kurt Timken: a Harvard-educated son of a Fortune 500 CEO who found his true calling as a hard-charging police officer fighting drug lords in southern California. Cynthia Stafford: an office worker who became one of her community’s leading promoters of theater and the arts. Get ready for the journey of a lifetime—one that will help you reevaluate your future and envision success on your own terms. Students and executives say that Richard Shell’s courses have changed their lives. Let this book change yours.

Entrepreneurial Negotiation

Entrepreneurial Negotiation
Author: Samuel Dinnar,Lawrence Susskind
Publsiher: Springer
Total Pages: 225
Release: 2018-08-16
ISBN 10: 3319925431
ISBN 13: 9783319925431
Language: EN, FR, DE, ES & NL

Entrepreneurial Negotiation Book Review:

The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors. As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf. Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make.

Make the Rules Or Your Rivals Will

Make the Rules Or Your Rivals Will
Author: Richard Shell
Publsiher: Unknown
Total Pages: 338
Release: 2011-02
ISBN 10: 9780615456539
ISBN 13: 0615456537
Language: EN, FR, DE, ES & NL

Make the Rules Or Your Rivals Will Book Review:

This book introduces a dynamic, new framework for using law, litigation, regulation and lobbying as part of competitive business strategy. Every business strategist, entrepreneur, and corporate lawyer needs to understand a basic truth of the modern market -- you must make the legal rules that govern your products and services or one of your competitors will. And it is much easier to stay in business if you are the one writing the rules. Written in a lively style with a host of stories and examples drawn from business history as well as contemporary events, professor G. Richard Shell of the world-famous Wharton School of Business shows how business leaders from Henry Ford and Bill Gates and corporate rivals from Coke to Pepsi have fought and won the battle for legal supremacy.

The Art and Science of Negotiation

The Art and Science of Negotiation
Author: Howard Raiffa
Publsiher: Harvard University Press
Total Pages: 373
Release: 1982
ISBN 10: 9780674048133
ISBN 13: 067404813X
Language: EN, FR, DE, ES & NL

The Art and Science of Negotiation Book Review:

A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills

3 d Negotiation

3 d Negotiation
Author: David A. Lax,James K. Sebenius
Publsiher: Harvard Business Press
Total Pages: 304
Release: 2006-08-24
ISBN 10: 1422143449
ISBN 13: 9781422143445
Language: EN, FR, DE, ES & NL

3 d Negotiation Book Review:

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

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.

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.