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Negotiating and Influencing Skills: The Art of Creating and Claiming Value
by Brad McRaeNegotiating and Influencing Skills provides the tools needed to negotiate effectively in order to obtain the best result--whether you are working on securing a contract, obtaining consensus on a goal, building commitment among your employees or classmates, coaching for employee development, or dealing with family and friends. Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Difficult people and difficult situations provide us with one of the best sources of information on what we need to do differently in order to negotiate more effectively. The book examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Learning effective negotiating and influencing skills is a lifelong process. Reading this book is only the beginning point in that process. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book. Anyone who negotiates on a regular basis and is desirous of improving his or her negotiating and influencing skills, whether that be in the work setting or in their personal lives, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law.
Negotiating in the Press: American Journalism and Diplomacy, 1918-1919 (Media & Public Affairs)
by Joseph R. HaydenNegotiating in the Press offers a new interpretation of an otherwise dark moment in American journalism. Rather than emphasize the familiar story of lost journalistic freedom during World War I, Joseph R. Hayden describes the press's newfound power in the war's aftermath -- that seminal moment when journalists discovered their ability to help broker peace talks. He examines the role of the American press at the Paris Peace Conference of 1919, looking at journalists' influence on the peace process and their relationship to heads of state and other delegation members. Challenging prevailing historical accounts that assume the press was peripheral to the quest for peace, Hayden demonstrates that journalists instead played an integral part in the talks, by serving as "public ambassadors." During the late 1910s, as World War I finally came to a close, American journalists and diplomats found themselves working in unlikely proximity, with correspondents occasionally performing diplomatic duties and diplomats sometimes courting publicity. The efforts of both groups to facilitate the peace talks at Versailles arose amidst the vision of a "new diplomacy," one characterized by openness, information sharing, and public accountability. Using evidence from memoirs, official records, and contemporary periodicals, Hayden reveals that participants in the Paris Peace Conference continually wrestled with ideas about the roles of the press and, through the press, the people. American journalists reported on an abundance of information in Paris, and negotiators could not resist the useful leverage that publicity provided. Peacemaking via publicity, a now-obscure dimension of progressive statecraft, provided a powerful ideological ethos. It hinted at dynamically altered roles for journalists and diplomats, offered hope for a world desperate for optimism and order, and, finally, suggested that the fruits of America's great age of reform might be shared with a Europe exhausted by war. The peace conference of 1919, Hayden demonstrates, marked a decisive stage in the history of American journalism, a coming of age for many news organizations. By detailing what journalists did before, during, and after the Paris talks, he tells us a great deal about how the negotiators and the Wilson administration worked throughout 1919. Ultimately, he provides a richer integrative view of peacemaking as a whole. An engaging analysis of diplomacy and the Fourth Estate, Negotiating in the Press offers a fascinating look at how leading nations democratized foreign policy a century ago and ushered in the dawn of public diplomacy.
Negotiating the Crisis: Drgs and the Transformation of Hospitals (Routledge Communication Series)
by Patricia Geist Monica HardestyIn 1984 Congress revamped Medicare to save a financially distraught health care system, thus transforming the hospital as an organization. Diagnosis Related Groups (DRGs) -- the cornerstone of this extensive reorganization -- have triggered repercussions that are still adversely affecting health care professionals. This volume cuts to the heart of this crisis, examining the difficulties and foibles of going from DRG Legislation to DRG practices and giving voice to the professionals who must carve out a new reality under DRGs. It exposes the disputes between the various professional groups -- administrators, physicians, and nurses --over the implementation of DRGS, and how these professionals maneuver to manage the health service problems created by the policy. The book's authors provide an insightful analysis of the way policy innovations can wreak havoc on an organization and how professionals working together eventually negotiate order out of the chaos of change. The volume's narrative style of research is one feature that makes the presentation of the authors' findings unique from other works on Medicare legislation. Additionally, the book offers a case study approach to communication and sociological matters of a significant health care issue.
Negotiating the Impossible, Second Edition: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)
by Deepak MalhotraAward-winning professor from Harvard Business School offers a new and improved edition of his guide to navigating negotiation deadlock, while offering practical advice and stories of success.Updated with 20% new material, including a brand-new chapter and discussion guide.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 in this fully expanded upon second edition.Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. 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• ending bitter disputes in the NFL and NHL• and beating the odds in complex business situations.He also shows how these same principles and tactics can be applied in everyday life, whether in a job interview or even negotiating with children. Brand new to this edition is a chapter on challenges facing today's world including how to effectively negotiate in virtual spaces, incorporate AI in your toolkit, and tackle increased polarization.With conflict escalating and no one willing to back down, Malhotra reminds us that negotiation is always, fundamentally, about human interaction. No matter how high the stakes 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.
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)
by Deepak Malhotra“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top ModelSome 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.“This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author
Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts
by Daniel Shapiro"A masterpiece."--William Ury, coauthor of Getting to YesIn this landmark book, world-renowned Harvard negotiation expert Daniel Shapiro introduces a groundbreaking, step-by-step method to resolve your most difficult conflicts. Find out how to successfully resolve your most emotionally charged conflicts. This indispensable guide reveals the five hidden emotional forces that strain your relations and block agreement: vertigo, repetition compulsion, taboos, assault on the sacred, and identity politics. The moment you feel attacked, these forces transform your conflict into an adversarial battle, turning even a straightforward disagreement into an emotional uproar. In Negotiating the Nonnegotiable, you will learn a powerful, proven approach to overcome these forces, reconcile your relations, and reach agreement in even your most challenging personal and professional disputes.From the Hardcover edition.
Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table
by Leigh ThompsonEverybody negotiates at various points every day, be it in life or business, and it&’s important to get it right.On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the &“sweet spot,&” is a skill that takes practice but is also one that anybody can learn.Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies &“hacks&” because they work but don&’t require a lot of investment, training, expense, and time. You don&’t have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life&’s negotiations.In Negotiating the Sweet Spot, benefits include learning the following:Understanding where the sweet spot is in the deals you negotiateAdopting a big-picture mind-set when approaching any negotiationSeeing negotiations less as win-lose battles and more as opportunities to use problem-solving skillsUtilizing a tool kit of &“hacks&” that will work in any negotiation and have been proven effective by a top expert in the fieldNegotiating the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation.
Negotiating with Giants: Get what you want against the odds
by Peter D. JohnstonHOW DO YOU NEGOTIATE with Wal-Mart? With America's President over going to war? A pay raise from an intimidating boss? More money for a struggling start-up? Sweeping social change? Your survival if you're taken hostage by an armed killer? In this award-winning bestseller, you will travel across time through riveting, real-life David & Goliath stories uncovering the secrets and strategies of successful smaller players so you, too, can get what you want against the odds.
Negotiating with Tough Customers
by Steve ReillyA guide to holding your ground with hardball negotiators, from a “talented advisor with a rare ability for connecting people with ideas” (Patrick Lencioni, bestselling author of The Five Dysfunctions of a Team).Negotiation is the middle ground between capitulation and stonewalling—a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just “take it or leave it.” You may think you are negotiating, but if the other side isn’t playing, you aren’t either.Regardless of the industry, situation, or product, the two most common mistakes negotiators make are: 1) they give ground too easily, and 2) they get nothing in return. When dealing with tough customers, it is even more important to be able to defend your position and bargain for reciprocal concessions. Negotiating with Tough Customers provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return.Using a cooperative, collaborative approach in a hardball negotiation just doesn’t work. Tough negotiators will play win-win, but only if they have nothing to lose. Negotiating With Tough Customers will make you a better salesperson by making you a better negotiator . . . and vice versa.
Negotiating with a Bully: Take Charge and Turn the Tables on People Trying to Push You Around
by Williams GregEveryone has felt bullied at some point in their lives, whether by a family member, childhood acquaintance, colleague, boss, or client. You know you have been bullied when you feel pressured, demeaned, and angered. You walked away from a negotiation feeling like you lost ground. You gave into demands and agreed to something that was not in your best interests. And you resented the way you felt. <P><P>Negotiating with a Bully will teach you how to skillfully deal with bullies in different forms and environments. You&’ll explore the mindset of a bully and understand the motivations and behavior so that you can gain an advantage over him or her.Negotiating with a Bully will give you the answers you need to become a more effective negotiator when you are confronted by a bully. <P><P>You will learn how to quickly and easily: Recognize the tactics of a bully—before you yield ground in a negotiation.Employ an arsenal of negotiation strategies, including some you may have never considered using before.Plan a negotiation with a bully so that you feel prepared to tackle the situation.Interpret the body language of the bully—and his or her target—to better assess his or her intentions.
Negotiation
by David M. Saunders Roy J. Lewicki Bruce BarryNegotiation is a critical skill needed for effective management. Negotiation 8e by Roy J. Lewicki, David M. Saunders, and Bruce Barry 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
by Harvard Business School PressNegotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.
Negotiation & Dispute Resolution
by Beverly J. DeMarr Suzanne de JanaszFormerly published by Chicago Business Press, now published by Sage Negotiation and Dispute Resolution, Second Edition utilizes an applied approach to covering basic negotiation concepts while highlighting a broad range of topics on the subject. Authors Beverly J. DeMarr and Suzanne C. de Janasz help students develop the ability to successfully negotiate and resolve conflicts in a wide variety of situations in both their professional and personal lives.
Negotiation & Dispute Resolution
by Beverly J. DeMarr Suzanne de JanaszFormerly published by Chicago Business Press, now published by Sage Negotiation and Dispute Resolution, Second Edition utilizes an applied approach to covering basic negotiation concepts while highlighting a broad range of topics on the subject. Authors Beverly J. DeMarr and Suzanne C. de Janasz help students develop the ability to successfully negotiate and resolve conflicts in a wide variety of situations in both their professional and personal lives.
Negotiation Analysis: The Science and Art of Collaborative Decision Making
by Howard RaiffaThis masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach—building from simple hypothetical examples—the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
Negotiation Dynamics of the WTO: An Insider's Account
by Mohan KumarThe book aims at informing and educating the public at large about the intricacies of the Negotiation Dynamics at the WTO. It traces the period from the launch of the Uruguay Round in 1986 to its conclusion at Marrakesh in 1994 and the subsequent entry into force of the WTO on 1 January 1995.The book shows how WTO Ministerial Conference in Seattle was doomed to fail and its failure led to “trust deficit” between the developed countries on the one hand and certain key developing and least-developed countries on the other. Thus tracing the WTO saga that began in the wake of the failure at Seattle and the difficult path that led to the launch of a new Round at Doha in November 2001.The book throws light on India’s domestic decision-making structure as well as some of the factors driving India’s negotiating stance at the WTO. It also describes the current impasse at the WTO and offers some ideas to revive an institution that is so crucial for the smooth functioning of the multilateral trading system.
Negotiation Games
by David H. McElreath Steven Brams Ronald J. Quarles Michelle E. Waldron David Ethan MilsteinThe concept of negotiation is critical to coping with all manner of strategic problems that arise in the everyday dealings that people have with each other and organizations. Game theory illustrates this to the full and shows how these problems can be solved.This is a revised edition of a classic book and uses some wonderfully adroit case studies t
Negotiation Genius
by Max H. Bazerman Deepak MalhotraFrom 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 Geniuswill 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 invol...
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
by Deepak Malhotra Max BazermanFrom 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 moreThis 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.
Negotiation Made Simple: A Practical Guide for Solving Problems, Building Relationships, and Delivering the Deal (Made Simple Series)
by John LowryNegotiators might be born, but great negotiators are made.This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time.Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today&’s competitive marketplace, there is no time for experimentation, nor room to make mistakes.The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to:Make strategic decisions – move from doing what is comfortable to doing what is most strategic.Manage the process – carefully balance the urge to compete with the need to collaborate.Deliver the deal – fine-tune the negotiation process to achieve the desired outcome.This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.
Negotiation Preparation in a Global World: Symptoms of Success and Failure
by Jill E. Rudd D. Timothy HughesNegotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.
Negotiation Skills In A Week: Brilliant Negotiating In Seven Simple Steps
by Peter FlemingEffective negotiation skills just got easierThere was a time, not that long ago, when negotiation was seen, in the main, as the province of industrial relations folk and car-sales advisers. But, no longer! Repeated financial crises have squeezed profit margins and, in some markets, discouraged buyers from making marginal purchases or continuing habitual expenditure. Managers have found themselves in the frontline of the expectation to achieve better value for money, and the starting point for this is to shop around and explore the offers made by new suppliers, and/or to negotiate better deals with existing suppliers.Even if your job doesn't involve negotiation, then you might still be an active negotiator when replacing your car, moving house or even selling last season's wardrobe! The truth is that being a good negotiator has become a life skill, enabling those who are good at it not just to save money, but also to upgrade their computer, television or lawnmower with little or no increase in outgoings - and enhancing their reputation in the process.Becoming an effective negotiator is certainly within the scope of the majority of people. At its simplest, it involves thinking out what you want, planning how you'd like to get it and developing your powers of persuasion to convince other people that you are simply being reasonable.This book will help you to plan to become a better negotiator through being better prepared for meetings, planning clear and realistic objectives for a negotiation, maintaining concentration and making logical proposals that create agreement in the other party.- Sunday: Creating the right environment- Monday: Researching your objectives - Tuesday: People and places - Wednesday: Breaking the ice - Thursday: The agenda - Friday: Concluding- Saturday: Learning from your experiences
Negotiation Techniques (That Really Work!)
by Stephan SchiffmanSales is all about negotiation. Price. Delivery. Terms.And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there.Things can be tough out there. But with Schiffman's negotiation skills in your pocket, you can do battle and win.
Negotiation at Work
by Ira G. AshermanNegotiation is an essential part of doing business, but to be an effective negotiator one must master a wide variety of skills such as listening, self-awareness, conflict resolution, assertiveness, and more. So it stands to reason that in order to teach such a complicated subject, managers and trainers need proven, powerful activities. Negotiation at Workis the answer. The book is packed with 60 interactive lessons designed to instill confidence and transform participants into strong negotiators. Each activity includes a description, detailed directions, goals, additional resources as well as notes for the trainer. The exercises are designed to help learners: * Plan effectively for a negotiation * Ask the right questions * Build trust * Analyze each negotiation creatively * Strategically frame each party's needs and interests * Successfully negotiate with difficult people * Determine their own negotiating style * And much more Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, this handy book includes everything readers need to successfully train others in the fine art of negotiation.
Negotiation at Work: Maximize Your Team's Skills With 60 High-impact Activities
by Ira AshermanNegotiation is an essential part of doing business, but to be an effective negotiator one must master a wide variety of skills such as listening, self-awareness, conflict resolution, assertiveness, and more. So it stands to reason that in order to teach such a complicated subject, managers and trainers need proven, powerful activities. Negotiation at Work is the answer. The book is packed with 60 interactive lessons designed to instill confidence and transform participants into strong negotiators. Each activity includes a description, detailed directions, goals, additional resources as well as notes for the trainer. The exercises are designed to help learners: * Plan effectively for a negotiation * Ask the right questions * Build trust * Analyze each negotiation creatively * Strategically frame each party's needs and interests * Successfully negotiate with difficult people * Determine their own negotiating style * And much more Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, this handy book includes everything readers need to successfully train others in the fine art of negotiation.