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Author: Peter Economy Publisher: Irwin Professional Publishing ISBN: Category : Negotiation in business Languages : en Pages : 202
Book Description
In today's organizations negotiations are not limited solely to buying and selling situations. Almost every business interaction involves some amount of negotiating. Business Negotiating Basics shows you how to identify negotiation situations, and provides a highly effective system for dealing with these everyday challenges. Inside you'll find numerous real-world examples that offer effective ideas you can draw from; the author's unique PREP system that can be used with all negotiating efforts; proven skills that apply to negotiations between manager and staff, and manager and manager, as well as with anyone outside the organization; and jargon-free explanations that are easy to understand and apply. Quick and full of ideas you can use immediately, Business Negotiating Basics provides seven basic techniques that take you step-by-step through the negotiation process. It's all here - from the beginning of the negotiation to closing the deal - in a resource you'll use again and again.
Author: Peter Economy Publisher: Irwin Professional Publishing ISBN: Category : Negotiation in business Languages : en Pages : 202
Book Description
In today's organizations negotiations are not limited solely to buying and selling situations. Almost every business interaction involves some amount of negotiating. Business Negotiating Basics shows you how to identify negotiation situations, and provides a highly effective system for dealing with these everyday challenges. Inside you'll find numerous real-world examples that offer effective ideas you can draw from; the author's unique PREP system that can be used with all negotiating efforts; proven skills that apply to negotiations between manager and staff, and manager and manager, as well as with anyone outside the organization; and jargon-free explanations that are easy to understand and apply. Quick and full of ideas you can use immediately, Business Negotiating Basics provides seven basic techniques that take you step-by-step through the negotiation process. It's all here - from the beginning of the negotiation to closing the deal - in a resource you'll use again and again.
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: Robert H. Mnookin Publisher: Harvard University Press ISBN: 0674504100 Category : Law Languages : en Pages : 368
Book Description
Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.
Author: Peter Economy Publisher: McGraw-Hill Education ISBN: 9780786302024 Category : Business & Economics Languages : en Pages : 173
Book Description
Quick and full of ideas you can use immediately, Business Negotiating Basics provides seven basic techniques that take you step-by-step through the negotiation process. It's all here - from the beginning of the negotiation to closing the deal - in a resource you'll use again and again.
Author: Michael Schatzki Publisher: Business Expert Press ISBN: 1947843109 Category : Business & Economics Languages : en Pages : 188
Book Description
You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use negotiating tactics and strategies in a whole verity of situations? What should you say to close and wrap up the deal? This book will guide you through the entire negotiating process and make sure that you have the right words at your fingertips for any negotiating situation that you encounter. The author walks you through some key business negotiations, including a sales negotiation, a purchasing negotiation, and even how to negotiate salary and benefits for a new job. It is all here. A complete overview of the negotiation process and scripts you can use and modify to fit any situation.
Author: James C. Freund Publisher: Simon and Schuster ISBN: 0671869213 Category : Business & Economics Languages : en Pages : 260
Book Description
The four vital steps for successful negotiation--explained with wit and clarity by a master negotiator. Using examples from his own broad range of negotiating experiences, Freund presents a "game-plan" approach to negotiating--a technique far more successful than hardball competition or win-win cooperation.
Author: Michele J. Gelfand Publisher: Stanford University Press ISBN: 0804745862 Category : Business & Economics Languages : en Pages : 478
Book Description
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author: George J. Siedel Publisher: Van Rye Publishing, LLC ISBN: 0990367126 Category : Business & Economics Languages : en Pages : 159
Book Description
We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
Author: William W. Baber Publisher: Routledge ISBN: 1000045722 Category : Business & Economics Languages : en Pages : 235
Book Description
Known for its accessible approach and concrete real-life examples, the second edition of Practical Business Negotiation continues to equip users with the necessary, practical knowledge and tools to negotiate well in business. The book guides users through the negotiation process, on getting started, the sequence of actions, expectations when negotiating, applicable language, interacting with different cultures, and completing a negotiation. Each section of the book contains one or two key takeaways about planning, structuring, verbalizing, or understanding negotiation. Updated with solid case studies, the new edition also tackles cross-cultural communication and communication in the digital world. Users, especially non-native English speakers, will be able to hone their business negotiation skill by reading, discussing, and doing to become apt negotiators. The new edition comes with eResources, which are available at https://www.routledge.com/Practical-Business-Negotiation-2nd-Edition/Baber-Fletcher-Chen/p/book/9780367421731.
Author: Angelique Pinet Publisher: Simon and Schuster ISBN: 1440560730 Category : Business & Economics Languages : en Pages : 224
Book Description
Negotiate your way through any deal! In today's fast-paced business environment, where a single e-mail exchange can make or break your career, it's important that you know how to clearly and effectively discuss an agreement's terms in person as well as online. The Only Negotiation Book You'll Ever Need guides you through every stage of the process--from identifying opportunities to closing the deal--with useful negotiation techniques and tips for adapting classic strategies to online interactions. This book helps you anticipate your adversaries' moves, outwit them at every turn, and spin obstacles to your advantage. You'll also build long-term relationships and win your deals without ever having to give in. With The Only Negotiation Book You'll Ever Need, you'll finally be able to find a negotiation style that helps you get the outcome you want--every time!
Author: Peter Economy
Author: Peter Economy
Author: Roger Fisher
Author: Robert H. Mnookin
Author: Peter Economy
Author: Michael Schatzki
Author: James C. Freund
Author: Michele J. Gelfand
Author: George J. Siedel
Author: William W. Baber
Author: Angelique Pinet