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Author: Victoria Medvec Publisher: John Wiley & Sons ISBN: 1119719097 Category : Business & Economics Languages : en Pages : 263
Book Description
The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.
Author: Victoria Medvec Publisher: John Wiley & Sons ISBN: 1119719097 Category : Business & Economics Languages : en Pages : 263
Book Description
The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.
Author: Publisher: Harvard Business Press ISBN: 1422163768 Category : Business & Economics Languages : en Pages : 102
Book Description
Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully
Author: Publisher: Harvard Business Review Press ISBN: 1422114767 Category : Business & Economics Languages : en Pages : 130
Book Description
Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully
Author: Jim Reiman Publisher: ISBN: 9781645439578 Category : Business & Economics Languages : en Pages : 0
Book Description
Winner of multiple highly prestigious awards: the Nonfiction Author Association's Gold Award, the New York City Big Book Award, and the Independent Press Award in two categories: Business: General and Nonfiction: Audiobook Negotiations may be complex; negotiating is not! Creating options and choosing which to pursue (and how to pursue them) is what distinguishes the skilled and effective negotiator from the less successful one. This book provides both the tools and the analytical framework to identify and pursue one's options, achieve better results, and improve your negotiation skills. Negotiation Simplified is not a "how-to" book. Rather, it sets out an analytical framework and process to use that framework. Whether experienced or a novice, understanding the thought process of other negotiators and incorporating those elements that resonate with you will make you better at your craft, regardless of your current skill level. Author Jim Reiman simplifies without being simplistic. Written by a practitioner for the practitioner, Negotiation Simplified sets out a framework and a thought process that, if followed, will yield better results. He provides short takeaways and tools to examine your own processes. And, because there is no one correct path to a successful negotiating result, Reiman also poses questions to identify options and to learn and critically analyze information so that the best path may be identified and pursued. Whether deciding who will take out the garbage or overseeing a multibillion-dollar acquisition transaction, everyone negotiates. The stakes may differ, but all negotiations share four foundational elements: goal-setting, preparation, listening, and self-awareness. Negotiation Simplified demonstrates the use of these four skills through real-life negotiation anecdotes authored by eight world-renowned negotiators across many disciplines and industries. They share how their utilization of these skills resulted in better outcomes.
Author: Deepak Malhotra Publisher: Bantam ISBN: 0553384112 Category : Business & Economics Languages : en Pages : 354
Book Description
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
Author: Roger Fisher Publisher: Houghton Mifflin Harcourt ISBN: 9780395631249 Category : Business & Economics Languages : en Pages : 242
Book Description
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.
Author: I. William Zartman Publisher: Rowman & Littlefield ISBN: 0742536289 Category : Political Science Languages : en Pages : 356
Book Description
This book examines the costs and benefits of ending the fighting in a range of conflicts, and probes the reasons why negotiators provide, or fail to provide, resolutions that go beyond just 'stopping the shooting.' A wide range of case studies is marshaled to explore relevant peacemaking situations, from the end of the Thirty Years' War and the Napoleonic Wars, to more recent settlements of the late 20th and early 21st centuries--including large scale conflicts like the end of WWII and smaller scale, sometimes internal conflicts like those in Cyprus, Armenia and Azerbaijan, and Mozambique. Cases on Bosnia and the Middle East add extra interest.
Author: Sheryl Sandberg Publisher: Knopf ISBN: 0385349955 Category : Biography & Autobiography Languages : en Pages : 241
Book Description
#1 INTERNATIONAL BESTSELLER • “A landmark manifesto" (The New York Times) that's a revelatory, inspiring call to action and a blueprint for individual growth that will empower women around the world to achieve their full potential. In her famed TED talk, Sheryl Sandberg described how women unintentionally hold themselves back in their careers. Her talk, which has been viewed more than eleven million times, encouraged women to “sit at the table,” seek challenges, take risks, and pursue their goals with gusto. Lean In continues that conversation, combining personal anecdotes, hard data, and compelling research to change the conversation from what women can’t do to what they can. Sandberg, COO of Meta (previously called Facebook) from 2008-2022, provides practical advice on negotiation techniques, mentorship, and building a satisfying career. She describes specific steps women can take to combine professional achievement with personal fulfillment, and demonstrates how men can benefit by supporting women both in the workplace and at home.
Author: Geof Cox Publisher: Pearson UK ISBN: 0273772236 Category : Business & Economics Languages : en Pages : 215
Book Description
A practical and clear guide showing you how to lead and secure a win: win outcome in all your business deals. This book will take you through the steps, actions and communications skills necessary to ensure successful business negotiations. Introducing a four-phase process that underpins successful negotiations and sharing the practices and actions of highly effective negotiators in a straightforward and practical manner, this detailed, step by step guide will help you go into negotiations fully equipped with the key tools that you need to secure a win: win outcome.
Author: Victoria Medvec
Author: Victoria Medvec
Author: 
Author: 
Author: Jim Reiman
Author: Deepak Malhotra
Author: Roger Fisher
Author: I. William Zartman
Author: Sheryl Sandberg
Author: Pocket Mentor Series
Author: Geof Cox