Bargaining For Advantage

Bargaining For Advantage

Bargaining For Advantage

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.

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Product Details :

Genre : Business & Economics
Author : G. Richard Shell
Publisher : Penguin
Release : 2006
Total Pages : 294 Pages
ISBN : 0143036971


Bargaining For Advantage

Bargaining For Advantage

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.

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Product Details :

Genre : Negotiation
Author : G. Richard Shell
Publisher :
Release : 2001
Total Pages : 286 Pages
ISBN : 0140289313


Getting To Yes

Getting To Yes

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

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Product Details :

Genre : Business & Economics
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
Release : 1991
Total Pages : 200 Pages
ISBN : 0395631246


Negotiation Genius

Negotiation Genius

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.

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Product Details :

Genre : Business & Economics
Author : Deepak Malhotra
Publisher : Bantam
Release : 2008
Total Pages : 343 Pages
ISBN : 9780553384116


Springboard

Springboard

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.

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Product Details :

Genre : Business & Economics
Author : G. Richard Shell
Publisher : Penguin
Release : 2013-08-15
Total Pages : 320 Pages
ISBN : 9781101601464


3 D Negotiation

3 D Negotiation

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.

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Product Details :

Genre : Business & Economics
Author : David A. Lax
Publisher : Harvard Business Press
Release : 2006-08-24
Total Pages : 304 Pages
ISBN : 9781422143445


The Art Of Woo

The Art Of Woo

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.

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Product Details :

Genre : Business & Economics
Author : G. Richard Shell
Publisher : Penguin
Release : 2007
Total Pages : 312 Pages
ISBN : 1591841763


Negotiating The Impossible

Negotiating The Impossible

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.

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Product Details :

Genre : Business & Economics
Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
Release : 2016-04-04
Total Pages : 224 Pages
ISBN : 9781626566989


The Negotiation Book

The Negotiation Book

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

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Product Details :

Genre : Business & Economics
Author : Steve Gates
Publisher : John Wiley & Sons
Release : 2015-10-08
Total Pages : 232 Pages
ISBN : 9781119155515


No

No

An introduction to the art of business negotiation explains how to use his innovative method to avoid unwarranted assumptions, hasty action, and unnecessary compromises that lead to poor deals in the workplace and at home. By the author of Start with No. 30,000 first printing.

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Product Details :

Genre : Business & Economics
Author : Jim Camp
Publisher : Crown Pub
Release : 2007
Total Pages : 270 Pages
ISBN : 0307345742