Rules of Negotiation

Rules of Negotiation
Author: Inara Scott
Publisher: Entangled: Indulgence
Total Pages: 213
Release: 2012-02-14
Genre: Fiction
ISBN: 1622669029
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Rules of Negotiation by Inara Scott He let her make the rules... NYC's most eligible bachelor, Brit Bencher, is also known as The Slayer for his reputation in the boardroom...and the bedroom. And he'll do anything to take care of his family, even seduce high-powered corporate attorney Tori Anderson in the hopes of getting her to reveal confidential information about one of her clients. But for the first time in his life, he finds he's falling for a woman. ...and then he started to break them. After juggling the demands of her career and the stress of caring for her ailing mother, Tori Anderson doesn't have time for relationships—but that doesn't mean she doesn't want to feel like a woman. When Brit offers a no-strings attached fling, it sounds like exactly what she needs. But what will she do when Brit decides he won't take "one night stand" for an answer? When Tori uncovers his lies, will he lose his chance with her forever?

Getting to Yes

Getting to Yes
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
Total Pages: 242
Release: 1991
Genre: Business & Economics
ISBN: 9780395631249
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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.

Negotiation Rules

Negotiation Rules
Author: Jeanette Nyden
Publisher:
Total Pages: 186
Release: 2009
Genre: Business & Economics
ISBN: 9780981800479
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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

In Business As in Life, You Don't Get What You Deserve, You Get What You Negotiate

In Business As in Life, You Don't Get What You Deserve, You Get What You Negotiate
Author: Chester L. Karrass
Publisher:
Total Pages: 425
Release: 1996
Genre: Negotiation in business
ISBN: 9780965227490
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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.

Negotiate to Win

Negotiate to Win
Author: Jim Thomas
Publisher: Harper Collins
Total Pages: 324
Release: 2009-10-13
Genre: Business & Economics
ISBN: 0061750182
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Discover the Power Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating, including: The 21 rules of successful negotiating -- and how to defend against them! "Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others Why Americans are among the worst negotiators on Earth How to overcome your natural reluctance to bargain Why win-win negotiating is so vital How to thoroughly prepare for your negotiations How to deal with counterparts who intimidate or harass you How to negotiate ethically -- and deal with those who don't How to negotiate more successfully across cultural lines Thomas's Truisms -- 50 memorable negotiating maxims The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!

HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra)

HBR's 10 Must Reads on Negotiation (with bonus article
Author: Harvard Business Review
Publisher: Harvard Business Press
Total Pages: 186
Release: 2019-04-30
Genre: Business & Economics
ISBN: 1633697762
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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.

Global Negotiation

Global Negotiation
Author: William Hernández Requejo
Publisher: St. Martin's Press
Total Pages: 273
Release: 2014-12-02
Genre: Business & Economics
ISBN: 1466886412
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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.

The Five Golden Rules of Negotiation

The Five Golden Rules of Negotiation
Author: Philippe Korda
Publisher: Business Expert Press
Total Pages: 237
Release: 2011-09-08
Genre: Business & Economics
ISBN: 1606493078
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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.

3-d Negotiation

3-d Negotiation
Author: David A. Lax
Publisher: Harvard Business Press
Total Pages: 304
Release: 2006-08-24
Genre: Business & Economics
ISBN: 1422143449
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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 Hidden Rules of Successful Negotiation and Communication

The Hidden Rules of Successful Negotiation and Communication
Author: Marc O. Opresnik
Publisher: Springer
Total Pages: 144
Release: 2014-06-17
Genre: Business & Economics
ISBN: 3319061941
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Negotiations in professional or private life often take an unsatisfactory course due to stress, confrontation with aggressive or unfair behavior, or because of overwhelming situations. Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also considers "soft skills" without which negotiations cannot be successful. This book presents practical examples in dealing with situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.