Bargaining for Advantage Book
Stars 4
From 1 Global Ratings

Bargaining for Advantage


  • Author : G. Richard Shell
  • Publisher : Penguin
  • Date : 2006-05-02
  • Category : Business & Economics
  • Pages : 304
  • ISBN : 9781101221372

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Bargaining for Advantage in PDF, EPUB, Tuebl, Mobi and Kindle:

BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

Bargaining for Advantage Book
Stars 4
From 1 Global Ratings

Bargaining for Advantage


  • Author : G. Richard Shell
  • Publisher : Penguin
  • Date : 2006-05-02
  • Category : Business & Economics
  • Pages : 304
  • ISBN : 9780143036975

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Bargaining for Advantage in PDF, EPUB, Tuebl, Mobi and Kindle:

BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

Bargaining for Advantage Book
Stars 4
From 4 Global Ratings

Bargaining for Advantage


  • Author : G. Richard Shell
  • Publisher :
  • Date : 2001
  • Category : Negotiation
  • Pages : 286
  • ISBN : 0140289313

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Bargaining for Advantage in PDF, EPUB, Tuebl, Mobi and Kindle:

Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

Getting to Yes Book
Stars 4
From 72 Global Ratings

Getting to Yes


  • Author : Roger Fisher
  • Publisher : Houghton Mifflin Harcourt
  • Date : 1991
  • Category : Business & Economics
  • Pages : 200
  • ISBN : 0395631246

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Getting to Yes in PDF, EPUB, Tuebl, Mobi and Kindle:

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

The Negotiation Book Book

The Negotiation Book


  • Author : Steve Gates
  • Publisher : John Wiley & Sons
  • Date : 2015-10-08
  • Category : Business & Economics
  • Pages : 232
  • ISBN : 9781119155515

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The Negotiation Book in PDF, EPUB, Tuebl, Mobi and Kindle:

Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

3 d Negotiation Book
Stars 5
From 1 Global Ratings

3 d Negotiation


  • Author : David A. Lax
  • Publisher : Harvard Business Press
  • Date : 2006-08-24
  • Category : Business & Economics
  • Pages : 304
  • ISBN : 9781422143445

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3 d Negotiation in PDF, EPUB, Tuebl, Mobi and Kindle:

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

The Art of Woo Book
Stars 3
From 3 Global Ratings

The Art of Woo


  • Author : G. Richard Shell
  • Publisher : Penguin
  • Date : 2007
  • Category : Business & Economics
  • Pages : 312
  • ISBN : 1591841763

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The Art of Woo in PDF, EPUB, Tuebl, Mobi and Kindle:

Explains that the selling of ideas is a matter of encouraging others to share one's beliefs in a guide for salespeople that invites readers to self-assess their persuasion personality and build on natural strengths.

Dealmaking  The New Strategy of Negotiauctions Book

Dealmaking The New Strategy of Negotiauctions


  • Author : Guhan Subramanian
  • Publisher : W. W. Norton & Company
  • Date : 2010-02-01
  • Category : Business & Economics
  • Pages : 256
  • ISBN : 9780393077179

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Dealmaking The New Strategy of Negotiauctions in PDF, EPUB, Tuebl, Mobi and Kindle:

“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to Yes Informed by meticulous research, field experience, and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.

Summary of G  Richard Shell s Bargaining for Advantage Book

Summary of G Richard Shell s Bargaining for Advantage


  • Author : I. D. B. Books
  • Publisher :
  • Date : 2020-12-23
  • Category :
  • Pages : 26
  • ISBN : 9798585858666

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Summary of G Richard Shell s Bargaining for Advantage in PDF, EPUB, Tuebl, Mobi and Kindle:

Bargaining is a part of daily life. But what makes a skilled negotiator?In the third edition of Bargaining for Advantage: Negotiation Strategies for Reasonable People (2014), professor and author G. Richard Shell outlines a systematic and thoughtful framework for successful negotiation strategies based on insights into human psychology...Purchase this in-depth summary to learn more.

Negotiation Genius Book
Stars 4.5
From 4 Global Ratings

Negotiation Genius


  • Author : Deepak Malhotra
  • Publisher : Bantam
  • Date : 2007-09-25
  • Category : Business & Economics
  • Pages : 352
  • ISBN : 9780553904949

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Negotiation Genius in PDF, EPUB, Tuebl, Mobi and Kindle:

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.

The Five Tool Negotiator  The Complete Guide to Bargaining Success Book

The Five Tool Negotiator The Complete Guide to Bargaining Success


  • Author : Russell Korobkin
  • Publisher : Liveright Publishing
  • Date : 2021-04-06
  • Category : Business & Economics
  • Pages : 304
  • ISBN : 9781631490217

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The Five Tool Negotiator The Complete Guide to Bargaining Success in PDF, EPUB, Tuebl, Mobi and Kindle:

"A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice." -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight "As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book." -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master. The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, stru

Getting Past No Book
Stars 4
From 7 Global Ratings

Getting Past No


  • Author : William Ury
  • Publisher : Bantam
  • Date : 1993
  • Category : Business & Economics
  • Pages : 189
  • ISBN : 9780553371314

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Getting Past No in PDF, EPUB, Tuebl, Mobi and Kindle:

Offers advice on how to negotiate with difficult people, showing readers how to stay cool under pressure, disarm an adversary, and stand up for themselves without provoking opposition

Manager as Negotiator Book

Manager as Negotiator


  • Author : David A. Lax
  • Publisher : Simon and Schuster
  • Date : 1987-01-05
  • Category : Business & Economics
  • Pages : 416
  • ISBN : 9781439105207

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Manager as Negotiator in PDF, EPUB, Tuebl, Mobi and Kindle:

This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging exampl

The Conscience Code Book

The Conscience Code


  • Author : G. Richard Shell
  • Publisher : HarperCollins Leadership
  • Date : 2021-06-08
  • Category : Business & Economics
  • Pages : 256
  • ISBN : 9781400221141

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The Conscience Code in PDF, EPUB, Tuebl, Mobi and Kindle:

The Conscience Code is a practical guide to creating workplaces where everyone can thrive. Surveys show that more than 40% of employees report seeing ethical misconduct at work, and most fail to report it--killing office morale and allowing the wrong people to set the example. Collegiate professor G. Richard Shell has heard work misconduct stories from his MBA students which inspired him to create this helpful guide for navigating these nuances. Shell created?this book?to point to a better path: recognize that these conflicts are coming, learn to spot them, then follow a research-based, step-by-step approach for resolving them skillfully.?By committing to the Code, you can replace regret with long-term career success as a leader of conscience. In The Conscience Code, Shell shares tips and facts that: Solves a crucial problem faced by professionals everywhere: What should they do when they are asked to compromise their core values to achieve organizational goals? Teaches readers to recognize and overcome the five organizational forces that push people toward actions they later regret. Lays out a systematic, values-to-action process that people at all levels can follow to maintain their integrity while achieving true success in their lives and careers. Driven by dramatic, real-world examples from Shell's classroom, today's headlines, and classic cases of corporate wrongdoing, The Conscience Code shows how to create value-based workplaces where everyone can thrive.

Bargaining with the Devil Book
Stars 3.5
From 2 Global Ratings

Bargaining with the Devil


  • Author : Robert Mnookin
  • Publisher : Simon and Schuster
  • Date : 2010-02-09
  • Category : Business & Economics
  • Pages : 336
  • ISBN : 1416583645

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Bargaining with the Devil in PDF, EPUB, Tuebl, Mobi and Kindle:

The art of negotiation—from one of the country’s most eminent practitioners and the Chair of the Harvard Law School’s Program on Negotiation. One of the country’s most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts—when you are facing an adversary you don’t trust, who may harm you, or who you may even feel is evil. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts.