The Negotiation Book

The Negotiation Book Author Steve Gates
ISBN-10 9781119155522
Release 2015-10-08
Pages 232
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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 Negotiation Book

The Negotiation Book Author Steve Gates
ISBN-10 9781119155461
Release 2015-12-02
Pages 232
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"We all have to negotiate at some point, whether in the office or at home. In this book you will learn how to : Take control of your negotiations through assertiveness and self-assurance ; Adapt your approach and behavior to suit different types of negotiation ; Realize more value from every agreement you make ; Create more opportunities through planning and preparing for your negotiations ; Understand the short term tactics that others may try to use to manipulate you."--Publisher.

The Negotiation Book

The Negotiation Book Author Steve Gates
ISBN-10 9780470975305
Release 2011-04-08
Pages 320
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Negotiation is one of the most important skills in business. Fact. No other skill will give you a better chance of optimising your success and your organisation’s success. Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and strategies, to psychology, tactics and behaviours, nothing will put you in a stronger position to build capability, build negotiation strategies and facilitate negotiations through to successful conclusions. Chapters include: The Clock Face of Negotiation Can You Really Negotiate? Limitations The Architect The ‘e’ Factor Empowerment Creativity Partnerships The Negotiation Book is your competitive advantage. That’s something everyone can agree on.

Kennedy on Negotiation

Kennedy on Negotiation Author Gavin Kennedy
ISBN-10 9781351924139
Release 2017-03-02
Pages 356
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Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself.


Negotiation Author Lavinia Hall
ISBN-10 0803948506
Release 1993
Pages 212
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With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.

Harvard Business Essentials

Harvard Business Essentials Author Richard Luecke
ISBN-10 1591391113
Release 2003
Pages 170
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Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools,Negotiationwill help any manager sharpen skills and yield a sizable payoff. Contents include: Preparing the necessary information before a negotiation Managing multiparty negotiations Assessing the position of the opposing side Determining your sources of power and authority in a negotiation Recognizing the barriers to agreement and how to overcome them Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor ofRight From the Start: Taking Charge in a New Leadership Role(HBS Press, 1999) and the author ofTaking Charge in Your New Leadership Role: A Workbook(HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. Harvard Business Essentials The Reliable Source for Busy Managers The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.


Negotiation Author Roy J. Lewicki
ISBN-10 0072429658
Release 2003
Pages 722
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Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 4/e, takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Negotiation Excellence

Negotiation Excellence Author Michael Benoliel
ISBN-10 9789814343169
Release 2011
Pages 479
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Nearly 300 years ago, Francois de Callieres, a French diplomat, famously observed that the fate of the greatest states depends on the quality of their negotiators. His observation appears to have stood the test of time, as the fate of modern organizations in today's increasingly competitive global economy still depends largely on the skill and conduct of its negotiators. To illustrate the critical role of skilled negotiators, one has to look no further than at the dismal record of recent high-profile mergers and acquisitions. In numerous deals, deal makers have wiped out significant value off their market capitalization through failures in the deal making process. In contrast, successful serial deal makers have long recognized the value of negotiation and invested in building individual and institutional negotiation capabilities. Negotiation Excellence: Successful Deal Making was written by the leading negotiation experts from top-rated universities in the USA and in Asia and its objective is to introduce the readers to the theory and the best practices of effective negotiation. The book includes chapters ranging from: preparing and planning well for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, Negotiation Excellence: Successful Deal Making includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods acquisition of Cadbury PLC; Walt Disney Company negotiation with the Hong Kong government; and Komatsu, a Japanese firm, negotiation with Dresser, an American firm.


Negotiation Author L. J. Nieuwmeijer
ISBN-10 079691303X
Release 1992
Pages 180
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This text provides an overview of negotiation theory, research and training. It covers the work of practitioners and researchers from many disciplines, and includes references to research done through observing actual intercultural negotiations in South Africa.

The Truth About Negotiations

The Truth About Negotiations Author Leigh L. Thompson
ISBN-10 0132704153
Release 2007-09-20
Pages 224
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“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

50 Activities to Teach Negotiation

50  Activities to Teach Negotiation Author Ira Asherman
ISBN-10 0874253144
Release 1996-01
Pages 301
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This collection of fully reproducible, trainer led exercises teaches and reinforces the skills necessary to be a successful negotiator. Skills include: being assertive, questionning techniques, surfacing intangibles, planning a negotiation, managing expectations, building trust and more.

Managing Conflict and Negotiation

Managing Conflict and Negotiation Author B D Singh
ISBN-10 8174466428
Release 2008-12-01
Pages 297
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Conflict is something inevitable. It is an integral part of our lives. Normally we work in groups and while working, we relate with our superiors, peers and juniors. While relating, more often than not, conflicting situations arise which take toll on our precious time and energy. Therefore, understanding and management of conflict become very important. This book deals with different conceptual aspects of conflict and its effective management. The most popular and effective style of resolving conflict is through dialogue, which is popularly known as negotiation. Through negotiation people deal with differences, which they do, consciously or unconsciously, throughout their lives. The part of the book dealing with negotiation takes care of the details about different aspects of negotiation – strategies, preparation, processes and multicultural and ethical dimensions related to it. The book contains live cases, which will provide useful insight on the theoretical and conceptual aspects to the students. The book will go a long way in meeting with the requirements of the management students by providing consolidated material on the subject.

Value Negotiation

Value Negotiation Author Horacio Falcao
ISBN-10 9780133410013
Release 2012-12-11
Pages 404
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Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the highest possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation, in Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. For university professors, adopting the Value Negotiation book entitles you to request a comprehensive Instructor’s Package that includes an Instructor’s Manual and a set of teaching slides.

The Art and Science of Negotiation

The Art and Science of Negotiation Author Howard Raiffa
ISBN-10 067404813X
Release 1982
Pages 373
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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

Negotiation of Identities in Multilingual Contexts

Negotiation of Identities in Multilingual Contexts Author Aneta Pavlenko
ISBN-10 1853596469
Release 2004
Pages 349
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This volume highlights the role of language ideologies in the process of negotiation of identities and shows that in different historical and social contexts different identities may be negotiable or non-negotiable.

The Negotiation Toolkit

The Negotiation Toolkit Author Roger J. Volkema
ISBN-10 081448008X
Release 1999
Pages 207
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"The Negotiation Toolkit" offers a fresh new approach to mastering the crucial skills of bargaining and negotiating. This hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. 208 p.


Negotiation Author David Churchman
ISBN-10 0819199478
Release 1995
Pages 97
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Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.