Business & Economics

You Can Negotiate Anything

Author: Herb Cohen

Publisher: Bantam

ISBN: 0553281097

Category: Business & Economics

Page: 255

View: 6582

Get the secrets of success in this great bestseller (over nine months on the "New York Times" bestseller list) that can change your 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.
Business & Economics

You Can Negotiate Anything

Author: Herb Cohen

Publisher: Jaico Publishing House

ISBN: 8172240619

Category: Business & Economics

Page: 255

View: 3765

Negotiation is a field of knowledge and endeavor that focuses on gaining the favour of people from whom we want things : prestige, freedom, money, justice, status, love, security and recognition. 30 weeks on the New York Times Bestsellers List, this book is the result of thirty years of laborious work, interaction and involvement of the author, Herb Cohen, in thousands of negotiations. He aims to illuminate one’s reality and its opportunities and points out thinking and behaviors, options and alternatives from which one can choose and have a way of getting what one wants.
Business & Economics

You Can Negotiate Anything

Author: Herb Cohen

Publisher: Citadel Press

ISBN: 9780806508474

Category: Business & Economics

Page: 255

View: 1089

Offers uncomplicated, practical advice for gaining the advantage in daily encounters, from parent/child relationships to international dealings, and teaches specific winning approaches in negotiating with mates, bosses, bankers, and friends
Business & Economics

Negotiate This!

By Caring, But Not T-H-A-T Much

Author: Herb Cohen

Publisher: Business Plus

ISBN: 0446534781

Category: Business & Economics

Page: 400

View: 7269

In this long awaited book, bestselling author Cohen offers a new--and humorous--look at the art and practice of negotiation in the 21st century.
Business & Economics

Quantum Negotiation

The Art of Getting What You Need

Author: Karen S. Walch,Stephan M. Mardyks,Joerg Schmitz

Publisher: John Wiley & Sons

ISBN: 1119374863

Category: Business & Economics

Page: 192

View: 9363

"The Quantum Negotiation preparation model explores who we are as negotiators in the context of our social conditioning. Our model explores all of our human dimensions in the cognitive, psychological, social, physical and spiritual fields. Quantum Negotiators have a strong sense of self, identity, and are anchored to their own values. However, Quantum Negotiators also have the curiosity, the resilience and the intelligence to understand another's point of view and interests"--
Business & Economics

Getting More

How You Can Negotiate to Succeed in Work and Life

Author: Stuart Diamond

Publisher: Currency

ISBN: 0307716910

Category: Business & Economics

Page: 304

View: 3173

This new model of human interaction has been chosen by Google to train the entire company worldwide (30,000 employees), is the #1 book for your career chosen by The Wall Street Journal’s website, and is labeled “phenomenal” by Lawyers’ Weekly and “brilliant” by Liza Oz of the Oprah network. Based on more than 20 years of research and practice among 30,000 people in 45 countries, Getting More concludes that finding and valuing the other party’s emotions and perceptions creates far more value than the conventional wisdom of power and logic. It is intended to provide better agreements for everyone no matter what they negotiate – from jobs to kids to billion dollar deals to shopping. The book, a New York Times bestseller and #1 Wall Street Journal business best seller, is based on Professor Stuart Diamond’s award-winning course at the Wharton Business School, where the course has been the most popular over 13 years. It challenges the conventional wisdom on every page, from “win-win” to BATNA to rationality to the use of power. Companies have made billions of dollars so far using his new model and parents have gotten their 4-year-olds to willingly brush their teeth and go to bed. Prof. Diamond draws from his experience as a Pulitzer Prize winning journalist at The New York Times, Harvard-trained attorney, Wharton MBA, U.N. Consultant in many countries and manager and executive in many sectors, including technology, agriculture, medical services, finance, energy and aviation. “The ROI from reading Getting More will make it the best investment you make this year,” says Rhys Dekle, the business development head of the Microsoft Games division, which produces X-Box. He added that the book was his team’s best investment of the year too. The model was also used to quickly solve the 2008 Hollywood Writer’s Strike. The advice is addressed through the insightful stories of more than 400 people who have used Prof. Diamond’s tools with great success: A 20% savings on an item already on sale. An extra $300 million profit in a business. A woman from India getting out of her own arranged marriage. Better relationships with the family, including teenagers. Raises at work. Better jobs. Dealing with emotional situations. Meeting one’s goals. Finding better things to trade. Solving cultural and political problems, sports conflicts, and ordinary arguments. The book is intended to be used in any situation. The most common response is “life changing”, beginning on page one. “The most inspirational book I have read this year” said David Simon, an attorney in San Francisco, CA. “This book can change the world,” says Craig Silverman, Investment Advisor, Long Island, NY
Business & Economics

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

A Master Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want

Author: Kenneth L. Shropshire

Publisher: McGraw Hill Professional

ISBN: 9780071641623

Category: Business & Economics

Page: 224

View: 3060

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.
Business & Economics

Getting (More of) What You Want

How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

Author: Margaret A. Neale,Thomas Z. Lys

Publisher: Basic Books

ISBN: 0465040632

Category: Business & Economics

Page: 288

View: 3554

Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table—and reveals how you can claim it.
Business & Economics

Body Language in Business

Decoding the Signals

Author: Adrian Furnham,Evgeniya Petrova

Publisher: Palgrave Macmillan

ISBN: 0230241468

Category: Business & Economics

Page: 217

View: 954

Clarifies the misconceptions around the topic of body language while providing a new approach to understanding non-verbal communication in the workplace
Business & Economics

Getting to Yes

Negotiating Agreement Without Giving In

Author: Roger Fisher,William L. Ury,Bruce Patton

Publisher: Penguin

ISBN: 9781101539545

Category: Business & Economics

Page: 240

View: 4978

The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. From the Trade Paperback edition.
Medical

Surgeons as Educators

A Guide for Academic Development and Teaching Excellence

Author: Tobias S. Köhler,Bradley Schwartz

Publisher: Springer

ISBN: 3319647288

Category: Medical

Page: 530

View: 9765

This book is designed to provide the reader with comprehension of the principles of contemporary surgical education and skills to design and implement effective curricula that include learning theory, needs assessments, curriculum development, effective teaching methods, valid and reliable assessment of learners, and comprehensive program evaluation. This text will provide a comprehensive, state-of-the art review of this field and will serve as a valuable resource for anyone wishing to become a better educator regardless of the level of the trainee. The book will review how people learn and how to vary teaching methods accordingly. It will cover curriculum planning, measurement and performance assessment, teaching residents to teach, coaching, promoting professionalism, teaching surgeons to lead, and burnout. It will aid in identifying differences in generations and how to select students and residents who will thrive in your program. Specifics on teaching in the operating room, use of new technologies and honing of feedback skills will be addressed. The effect of duty hours and due process for struggling learners will also be addressed as well as preparing residents for beyond residency. Specifics on how to set up simulation centers and utilize this technology will also be discussed. These are a few of the topics which will prepare the reader to excel in education and thus be able to positively influence patient care well beyond that of any one individual.
House buying

Buy Your First Home (Paperback)

Author: Regina Brown

Publisher: Lulu.com

ISBN: 1625460015

Category: House buying

Page: 222

View: 7739

For renters who dream of becoming home owners, this comprehensive guide shows each phase of the home buying process in a simple step-by-step manual.
Business & Economics

Ask For It

How Women Can Use Negotiation to Get What They Really Want

Author: Linda Babcock,Sara Laschever

Publisher: Bantam

ISBN: 9780553903607

Category: Business & Economics

Page: 336

View: 3467

In their groundbreaking book, Women Don’t Ask, Linda Babcock and Sara Laschever uncovered a startling fact: even women who negotiate brilliantly on behalf of others often falter when it comes to asking for themselves. Now they’ve developed the action plan that women all over the country requested—a guide to negotiation that starts before you get to the bargaining table. Ask for It explains why it’s essential to ask (men do it all the time) and teaches you how to ask effectively, in ways that feel comfortable to you as a woman. Whether you currently avoid negotiating like the plague or consider yourself hard-charging and fearless, Babcock and Laschever’s compelling stories of real women will help you recognize how much more you deserve—whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house. Their four-phase program, backed by years of research, will show you how to identify what you’re really worth, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on the special strengths you bring to the negotiating table to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed. Because if you never hear no, you’re not asking enough. From the Hardcover edition.
Business & Economics

Gain the Edge!

Negotiating to Get What You Want

Author: Martin Latz

Publisher: St. Martin's Press

ISBN: 9781429988803

Category: Business & Economics

Page: 384

View: 1515

"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful." --Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge. Negotiating a new salary? Buying a car or a house? Closing a deal with a big client? Discussing where to vacation with your spouse? We negotiate every day. Yet most of us negotiate instinctively and don't give the process the strategic attention it deserves. We suffer as a result. Now negotiation expert Martin E. Latz reveals an easy-to-use strategic template you can use in every negotiation. This is not ivory-tower advice, or advice just based on instincts and experience: The tactics and techniques here come from the most up-to-date research and the knowledge Latz has developed in negotiating on the White House Advance Teams, from consulting with top executives at Fortune 500 companies and law firms nationwide, and from teaching thousands of business professionals and lawyers how to negotiate more effectively. The result is a comprehensive guide that takes you all the way from general strategies and principles--Latz's Five Golden Rules of Negotiation--to specific tips, techniques, and even phrases you can use at the table. Gain the Edge! will arm you with: * Practical strategies to get the information you need before you sit down at the table * Tactics to maximize your leverage when seemingly powerless * Secrets to success in emotionally charged negotiations * A step-by-step system to design the most effective offer-concession strategy * Ways to deal with different personality types, ethics, and negotiation "games" * Specific advice on how to negotiate for your next salary, car, or house * Negotiating tips for other business and personal matters Leave behind instinctive negotiating and its inherent uncertainties. Learn to negotiate strategically. Easy to understand and instantly applicable to real-life situations, Gain the Edge! is the ultimate how-to guide for anyone looking to master this critical subject.
Business & Economics

The Obstacle Is the Way

The Timeless Art of Turning Trials into Triumph

Author: Ryan Holiday

Publisher: Penguin

ISBN: 1101620595

Category: Business & Economics

Page: 224

View: 6758

The Obstacle is the Way has become a cult classic, beloved by men and women around the world who apply its wisdom to become more successful at whatever they do. Its many fans include a former governor and movie star (Arnold Schwarzenegger), a hip hop icon (LL Cool J), an Irish tennis pro (James McGee), an NBC sportscaster (Michele Tafoya), and the coaches and players of winning teams like the New England Patriots, Seattle Seahawks, Chicago Cubs, and University of Texas men’s basketball team. The book draws its inspiration from stoicism, the ancient Greek philosophy of enduring pain or adversity with perseverance and resilience. Stoics focus on the things they can control, let go of everything else, and turn every new obstacle into an opportunity to get better, stronger, tougher. As Marcus Aurelius put it nearly 2000 years ago: “The impediment to action advances action. What stands in the way becomes the way.” Ryan Holiday shows us how some of the most successful people in history—from John D. Rockefeller to Amelia Earhart to Ulysses S. Grant to Steve Jobs—have applied stoicism to overcome difficult or even impossible situations. Their embrace of these principles ultimately mattered more than their natural intelligence, talents, or luck. If you’re feeling frustrated, demoralized, or stuck in a rut, this book can help you turn your problems into your biggest advantages. And along the way it will inspire you with dozens of true stories of the greats from every age and era. From the Hardcover edition.
Business & Economics

Never Split the Difference

Negotiating As If Your Life Depended On It

Author: Chris Voss,Tahl Raz

Publisher: HarperCollins

ISBN: 0062407813

Category: Business & Economics

Page: 288

View: 4583

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.
Business & Economics

Negotiate Your Way to Riches

How to Convince Others to Give You What You Want

Author: Peter Wink

Publisher: Career PressInc

ISBN: 9781564146908

Category: Business & Economics

Page: 253

View: 7744

Rich with personal, real-life examples, this book teaches readers how to get deals on everyday personal purchases by using 36 specialized negotiation tactics.
Business & Economics

Negotiate to Close

How to Make More Successful Deals

Author: Gary Karrass

Publisher: Simon and Schuster

ISBN: 0671628860

Category: Business & Economics

Page: 224

View: 883

Explains the strategies, tactics, and techniques of negotiation, covering diverse types of negotiation situations, the goals of buyers, the power of taking risks, how to make concessions the smart way, how to negotiate within your own organization, and more
Business & Economics

How to Win Any Negotiation

Author: Robert Mayer

Publisher: Red Wheel/Weiser

ISBN: 1601638353

Category: Business & Economics

Page: 288

View: 1063

Today’s super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources: — Recent advances in psychology, linguistics, trial advocacy, sales, and management communications—the cutting edge of the art of performance. — Tips, tricks, and techniques from 200 of the world’s masters—the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai. — Mayer’s own “been there, done that” years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world’s best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft. You’ll learn what works—and what doesn’t—when you’re up against a stone wall...or your ideas are being rejected...or you’re confronted with hostility and anger. Included is the highly acclaimed Deal Maker’s Playbook, a collection of step-by-step “how-to’s” and “what-to’s” for 38 common negotiating situations such as: — Buying a car — Leasing an apartment — Dealing with the IRS — Interviewing for a Job — Buying a franchise — Getting out of debt It’s all here—the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction.
Business & Economics

No

The Only Negotiating System You Need for Work and Home

Author: Jim Camp

Publisher: Crown Business

ISBN: 0307394891

Category: Business & Economics

Page: 270

View: 2747

Jim Camp, the world’s #1 negotiating coach, shows how to release the emotional pressure that’s part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways. • Out of the blue your best customer demands a huge discount—or else he takes his business elsewhere. • You think you finally have a buyer for your home, but then at the last minute she demands that you pay for new landscaping of the yard—or no deal. There are plenty of other properties for sale, and she says she’ll walk. • Your son is having trouble in school, and you have to think about how to deal with his “my way or the highway” teacher. When confronted with these—and innumerable other—day-to-day negotiating challenges at work and in your personal life, most people start to guess about how much they should give up in compromise to make the other side happy (“I’ll just meet them halfway, and we can put this problem to bed”). Jim Camp has a better way for you to negotiate: NO. Saying “no” is not about being hard-nosed or intransigent. Rather, it stops everyone in their tracks, clears the air, and allows you to get at what the real issues are. It is a proven and an amazingly effective system that avoids unwarranted assumptions, needless compromises, and wild guesses, showing: • How to stop being needy, banishing emotional responses such as “I must keep this customer’s business” or “I have to sell this house now,” and start focusing on what you can control—yourself • Why in a negotiation the two worst things to hear are “yes” and “maybe” • How to get to the heart of the issue through the art and science of asking great questions • How to find out who the real “decider” is and stop negotiating with the unqualified We live in a compromise- and assumption-based world, but Jim Camp flips conventional wisdom on its head and in the process makes you a more effective negotiator with clients, customers, spouses, kids, neighbors, and coworkers. Through Camp’s system you’ll find that “no” is just the start of the negotiation, not the end of it. With it, you’ll get everything you want and you’ll build solid relationships with those you negotiate with. From the Hardcover edition.