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: Jeanette Nyden Publisher: ISBN: 9780981800479 Category : Business & Economics Languages : en Pages : 186
Book Description
Are you getting results the results you deserve at the bargaining table? You deserve a great deal but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals without sacrificing their bottom-line. They know how to: Uncover hidden agendasEffectively negotiate price Demand and define tradeoffs Use influence to their advantage Manage power imbalances You can too. Negotiation Rules! is packed with dozens of relevant and practical techniques that will help you successfully negotiate your next big deal. You can't play the game if you don't know the rules!" - Professor G. Richard Shell, author of Bargaining for Advantage and The Art of Woo I know from experience that the concepts and techniques in Negotiation Rules! work. - MaryPat Theiler Cheng, Vice President, Netstar Communications, Inc. Grab this book before your competitors do! - Lee B. Salz, CEO of Business Expert Webinars and author of the award-winning book Soar despite Your Dodo Sales Manager Negotiation Rules! should be on every Sales Professional's reading list. By following the approach in this book you will close BIGGER deals, create happier customers, and ultimately bring home a bigger paycheck. - Jeb Blount, author of Power Principles and Sales Guy's 7 Rules for Outselling the Recession
Author: Philippe Korda Publisher: Business Expert Press ISBN: 1606493078 Category : Business & Economics Languages : en Pages : 237
Book Description
This book is based upon detailed research on the behavior and skills of successful negotiators. From this research, the book extracts Five Golden Rules along with simple tools and techniques which, if applied, guarantee a successful negotiation outcome. The book itself is based upon a fictional buyer- salesperson relationship. The book starts with the two protagonists meeting over lunch on the day the Buyer is due to retire. They begin to discuss their business relationship over the years and the book uses different episodes/meetings during that time to bring out the above Golden Rules and other negotiation concepts. The book provides simple tools to help apply the Golden Rules and each chapter concludes with a summary of the key points and questions to be considered.
Author: Chester L. Karrass Publisher: ISBN: 9780965227490 Category : Negotiation in business Languages : en Pages : 425
Book Description
Whether negotiating a critical agreement, closing a deal, or advancing one's goals, almost every interaction involves some kind of negotiation, yet so few understand the process.
Author: William Hernández Requejo Publisher: St. Martin's Press ISBN: 1466886412 Category : Business & Economics Languages : en Pages : 273
Book Description
Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
Author: Harvard Business Review Publisher: Harvard Business Press ISBN: 1633697762 Category : Business & Economics Languages : en Pages : 186
Book Description
Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Author: Mary Greenwood Publisher: iUniverse ISBN: 0595397336 Category : Dispute resolution (Law) Languages : en Pages : 90
Book Description
For over twenty-five years, author Mary Greenwood has worked in careers that required expert negotiation. After becoming a professional union negotiator, she began to notice a specific set of rules people use to settle disputes. Greenwood compiles many of these rules in How to Negotiate Like a Pro: 41 Rules for Resolving Disputes, an easy-to-understand guide to negotiating any type of situation. Among these rules you will find the following: * Focus on the goal and resist being distracted by emotions * Request ground rules * Avoid negotiating against yourself * Do your research * Know when to walk away Greenwood lists each rule and subsequently offers a concise explanation on how and when to use it in your negotiations. She explains the emotional frame of mind you need for negotiations and reveals the preparations, strategies, and tactics required to close the deal. Telephone and on-line negotiations are also discussed. Whether you're involved in a professional dispute with another business associate, your boss, or even an online seller, How to Negotiate Like a Pro will put you ahead of the game!
Author: David A. Lax Publisher: Harvard Business Press ISBN: 1591397995 Category : Business & Economics Languages : en Pages : 298
Book Description
Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.
Author: Jeffrey S. Rosenschein Publisher: MIT Press ISBN: 9780262181594 Category : Computers Languages : en Pages : 268
Book Description
Provides a unified, coherent account of machine interaction at the level of the machine designers (the society of designers) and the level of the machine interaction itself (the resulting artificial society). Rules of Encounter applies the general approach and the mathematical tools of game theory in a formal analysis of rules (or protocols) governing the high-level behavior of interacting heterogeneous computer systems. It describes a theory of high-level protocol design that can be used to constrain manipulation and harness the potential of automated negotiation and coordination strategies to attain more effective interaction among machines that have been programmed by different entities to pursue different goals. While game theoretic ideas have been used to answer the question of how a computer should be programmed to act in a given specific interaction, here they are used in a new way, to address the question of how to design the rules of interaction themselves for automated agents. Rules of Encounter provides a unified, coherent account of machine interaction at the level of the machine designers (the society of designers) and the level of the machine interaction itself (the resulting artificial society). Taking into account such attributes of the artificial society as efficiency, and the self-interest of each member in the society of designers, it analyzes what kinds of rules should be instituted to govern interaction among these autonomous agents. The authors point out that adjusting the rules of public behavior--or the rules of the game--by which the programs must interact can influence the private strategies that designers set up in their machines, shaping design choices and run-time behavior, as well as social behavior. Artificial Intelligence series
Author: James K. Sebenius Publisher: Harvard University Press ISBN: 9780674606869 Category : Business & Economics Languages : en Pages : 276
Book Description
The Law of the Sea (LOS) treaty resulted from some of the most complicated multilateral negotiations ever conducted. Difficult bargaining produced a remarkably sophisticated agreement on the financial aspects of deep ocean mining and on the financing of a new international mining entity. This book analyzes those negotiations along with the abrupt U.S. rejection of their results. Building from this episode, it derives important and subtle general rules and propositions for reaching superior, sustainable agreements in complex bargaining situations. James Sebenius shows how agreements were possible among the parties because and not in spite of differences in their values, expectations, and attitudes toward time and risk. He shows how linking separately intractable issues can generate a zone of possible agreement. He analyzes the extensive role of a computer model in the LOS talks. Finally, he argues that in many negotiations neither the issues nor the parties are fixed and develops analytic techniques that predict how the addition or deletion of either issues or parties may affect the process of reaching agreement.
Author: Roger Fisher
Author: Jeanette Nyden
Author: Philippe Korda
Author: Chester L. Karrass
Author: William Hernández Requejo
Author: Harvard Business Review
Author: Mary Greenwood
Author: David A. Lax
Author: Jeffrey S. Rosenschein
Author: James K. Sebenius